The Red Hat Sales team is looking for a Business Value Director to join us and support the stupendous growth of the leader in the Hybrid Cloud market and other open source technologies.
Location is flexible - can be remote or in-office anywhere in EMEA with a Red Hat office and registration. Customers will be based across EMEA.
Our Business Value Practice launched in EMEA in late 2023, and we are looking for innovative builders to join our talented team. This is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice to spread the customer value methodology across functions.
We are looking for someone who is passionate about business outcomes and can combine the competencies of value selling, strategy consulting, and program management in the cloud infrastructure/platform space.
In this role, you will focus directly on our largest key customers while enabling scale to reach other customer segments. You will lead engagements to identify the impetus to change through leading customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), and customer related financing strategies.
You will collaborate with Red Hat teams and customer senior executives to uncover, define, and communicate the financial impact for the adoption of Red Hat’s solutions. Your success will result in strategic elevation of Red Hat with customers, and shape the Sales team’s go-to-market strategies as well as customer success initiatives.
Build the Red Hat Value Practice
Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community
Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)
Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
CXO Customer Advisory on ROI and Business Value Achievement
Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate Sales cycles
Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis
Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition
Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
Sales and Customer Success Counsel
Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits
Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices
Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis
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