Dealmaker APAC at Red Hat

Asia Pacific

<p>In this role you will own and deliver Large (multi-million) Strategic Global Software speci<span>fi</span>c strategic opportunity pursuits by de<span>fi</span>ning key Red Hat commercial strategies, establishing customer <span>fi</span>nancial relationships, and creating and delivering innovative commercial contractual solutions.<span> </span></p><p>You will collaborate with Red Hat/IBM teams and customers to identify <span>fi</span>nancial solutions that best unlock customer and Red Hat capabilities while also leveraging IBM cross contract vehicles and synergies in order to maximize customer <span>fi</span>nancial commitment to Red Hat.<span> </span></p><p>The role delivers growth to Red Hat through developing, proposing, negotiating and closing complex <span>fi</span>nancial contracts in excess of $80M+ in Total Contract Value. These solutions solve our customers' commercial and <span>fi</span>scal challenges and transform our businesses' busi‐ness relationships through mitigation of risk and quantifying and visualizing the application of creative solutions and their impact to the total customer buying relationship.<span> </span></p><p>The Dealmaker represents Red Hat in must win customer negotiations and owns deal re‐sults, leveraging Financial/Risk Scenario Analysis, modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth, Margin, and Cash Flow).</p><p></p><p><b>What You Will Do:</b></p><ul><li>Partner with customers and RH teams to create new, innovative <span>fi</span>nancial , commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet.<span> </span></li><li>Support, develop and deliver on ACV and ARR goals through one off engage‐ments and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis.<span> </span></li><li>Design, evaluate and advise FLT on IBM/Red Hat cross brand commercial rev‐enue opportunities that leverage joint capabilities and maximize customer and commercial outcomes.</li><li>Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-pro<span>fi</span>le joint pursuits.</li></ul><p></p><p></p><p><b>What You Will Bring:</b></p><p></p><ul><li>10+ years Direct Sales experience with enterprise customers<span> </span></li><li>Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with +$10M+ annual spend.<span> </span></li><li>Experience with RFP and/ or Software negotiation on opportunities &gt; $100M+ contract value at senior customer level (CxO).<span> </span></li><li>Knowledge of the marketplace, competition and speci<span>fi</span>c challenges of major industry sectors driving negotiation behaviors that present risk for the cus‐tomer and Red Hat with the ability to quantify and model to customer and stakeholders.</li><li>Must be able to navigate a frequently changing environment, incomplete infor‐mation and complex stakeholder structures.<span> </span></li><li>Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling <span>fi</span>nancial business cases to customers.</li><li>Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how to use these in conjunction with excellent presentation skills (internally and customer-facing).<span> </span></li><li>Proven capabilities of exemplary impact through cross-group collaboration and partnerships.<span> </span></li></ul><p></p><p><b>Nice To Have:</b></p><ul><li>Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers’ IT and business needs and priorities/adoption over time and transform into visional collaborative scenario models using customer collaboration and assumption that build alignment and trust.</li><li>Understanding of Partner Ecosystem business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices<span> </span></li></ul><p></p><p><span>#EG-LI1 </span></p><p></p><p><b>About Red Hat</b></p><p><a href="https://www.redhat.com/" rel="noopener noreferrer" target="_blank"><u>Red Hat</u></a><span> is the world’s leading provider of enterprise</span><a href="https://www.redhat.com/en/about/open-source" rel="noopener noreferrer" target="_blank"><span> </span><u>open source</u></a><span> software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.</span></p><p></p><p><b>Inclusion at Red Hat</b><br/>Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.</p><p></p><p><b>Equal Opportunity Policy (EEO)</b><br/>Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.</p><h3><br/>Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.</h3><h3><br/>Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email <a href="mailto:application-assistance@redhat.com" rel="noopener noreferrer" target="_blank"><span><span>application-assistance@redhat.com</span></span></a>. General inquiries, such as those regarding the status of a job application, will not receive a reply.</h3>