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.
As one of the first hires of it's kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice from scratch in APAC 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.
Primary Job Responsibilities
1. Build the Red Hat Value Practice and Value Assets
- 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 (sales, marketing, 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.
- Establish a new internal value community promote awareness and engagement in the community
2. Deliver CXO Customer Advisory on ROI and Business Value Achievement for Top Deals In-Region
- 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
3. Provide Sales and Customer Success Leadership 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
Required Skills
- 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience
- Strong experience in Value Engineering, Value Advisory or Management Consulting
- 10+ years of proven track record in selling complex solutions or transformation programs in the cloud infrastructure or platform space
- Preference for industry experience in Public Sector, Conglomerates and Financial Services
- 5+ years of experience with enterprise cloud economics, FinOps, data center operations and cloud migrations
- Experience engaging with C-level executives and internal stakeholders
- Strong program management and communication skills
- Presentation skills including public speaking, meeting facilitation, and whiteboarding
- Bachelor's degree Master's degree in business administration is a plus
