Red Hat Director, NA Commercial Sales Deal Desk in Raleigh, North Carolina
At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.
Red Hat is looking for a Director for our North American (NA) Commercial Sales (NAC) Deals Desk to join us in Raleigh, NC. You will report to the Senior Director, NAC Sales Strategy and Operations. In this role, you will lead the NAC Deal Desk operations and partner with Global Deal Desk Operations team to develop best practices for fulfilling non-standard deals in the areas of Deal Process and Deal Structure. Your primary responsibility will be to streamline the deal creation process that has multiple touch points. You will lead a team of deal desk specialists that support each regional Sales teams. You’ll be responsible for developing, implementing, and managing a programmatic framework for customer buying programs, discounting framework, competitive intelligence, and customer win or loss analysis to lead a repetitive deal construction model. You will work cross-functionally with Red Hat’s Products and Technologies (PnT), Finance, and Legal organizations to accomplish these goals. Relocation assistance will be available for the right candidate.
Primary job responsibilities
Lead a team of deal and bid specialists that are supporting each region in day-to-day activities around quotes and proposal creation (cross-functional deal review coordination, Sales Negotiation Support, Legal document management workflow)
Ensure compliance with published sales and business approval policies; be a sales advocate and partner to internal organizations to understand complex sales issues
Work with teammates and management to identify process improvement and Sales Enablement and Education opportunities; develop and deliver sales enablement tools (e.g. product and pricing FAQs, sales approval templates, etc.)
Spearhead a cross-functional process re-engineering effort for the opportunity to order cycle, which is where deals are constructed including the policy and systems aspects of this cycle; review and rebuild key items like the discounting framework, (non)standard aspects, multiple touch points and end-to-end workflow, removing barriers and bottlenecks and points of friction, delegation of authority
Serve as a trusted adviser to sales on Enterprise Deal Structuring i.e. quoting and pricing, product configuration, and business terms to support the sales effort
Advise sales on objection handling techniques, alternative contract options, proposal management, and value propositioning to help guide deal closures
Coordinate and program manage with product teams, Finance, and Legal to guide process improvements for competitive deal construction, complex deal support, and streamlined deal workflow via opportunity monitoring and control
Collaborate with impacted parties to identify acceptable options to facilitate deal closures
Work cross-functionally with Red Hat product teams, field teams, Finance, and Legal to develop and enhance strategic customer buying programs that are designed to fit the purchasing needs of different customers e.g. Enterprise Subscription Agreement Programs
Perform deal data and deal flow analysis to assess deal desk performance, guide metrics used to manage service level expectations with sales and customers and collection and proliferation of business insight (e.g., win/loss data)
12-15 years in a leadership or management role leading high-performance, customer-facing teams
Solid process background
Business knowledge and skills to engage business leaders on business terms and deliver business solutions
Empathy for customers and passion for revenue and growth
Analytical and process-oriented mindset
Outstanding verbal and written communication skills with excellent presentation skills
Analytical and problem-solving skills and the ability to apply a quantitative approach to measuring customer experience, product usage, and customer satisfaction to guide improved performance
Deep financial and operational understanding of value drivers in recurring revenue business models
Customer service focus, including the ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment
Bachelor’s degree in a technology or any analytical discipline; graduate degree in management is a plus
Willingness to travel around 25%, both internationally and domestically
Knowledge of Red Hat solutions is an advantage
Combined background of services and sales or sales experience is ideal
Software technology experience, aligned against a subscription model is a plus
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.
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Job ID 66199