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About the job

Act as primary deal lead for a defined set of Federal, SLED, and Federal Systems Integrators (FSIs) accounts.

-Build and design baseline fiscal models that integrate current BAU and organic growth as well as incremental sales motions into collaborative customer models that enable customers to visualize multiple scenarios as well as risk trade offs between various interactive fiscal proposals.

What you will do

-Collaborate with the broader Global Dealmaker team/Dealmaker peers to share and iterate on customer solutions as well as best practices to solve and overcome legacy Red Hat roadblock and create new customer centric methods to solve customer problems.

-Work to re-define internal and external processes of deal structuring and client engagement to extend offering capabilities (Build around the client vs. client around RH systems) that expand our customer financial and business relationships.

-Educate sales teams on the "How to" of approaching and building large deals including deal coach, monthly education sessions, and deal reviews (where applicable).

-Work collaboratively across Red Hat's internal ecosystem to include, where appropriate; Enterprise & Commercial leaders, NAPS pre-sales and technical teams, deal operations, deal desk, BVP members, HCS team, etc. in order to deliver broader and expanded financial outcomes.

-Design and deliver fiscally centric commercial proposals that outline clear value propositions centered around customer needs and customer commercial benefits.

-Negotiate strategic software agreements that encompass total customer relationships across on-premise software, subscription licenses, Cloud (w&w/out Hyperscalers) through multiple commercial channels and vehicles including but not limited to private market offerings, DSOR and HCS.

-Integrate Red Hat opportunities into the IBM strategic software agreements where appropriate in order to maximize Red Hat financial outcome and customer benefit (ESSO, SSSO, ELA, ESA, etc) on both named P1 and P2 accounts as well as in other accounts, including those with ELA's.

-Collaborate and leverage IBM ELA and compelling customer events to expand opportunity

-Revise process for marketplace & HCS opportunities to account for the unique nature of SLED and FED public sector accounts.

-Ability to manage up to 10 large deals per quarter.

Preferred Work Location:Washington DC

Note: Employee should be available and willing to travel to work 2-3 days a month from Tysons Office.

What you will bring

Required Technical and Professional Expertise

-Strategic software sales to CxO level customers.

-5-10 years experience strategic software sales supporting Public Sector accounts.

-5-10 years successful outside sales experience.

-Familiarization with Federal Acquisition Regulations (FAR) guidelines, particularly FAR 16; Types of Contract.

-Familiarization with Public Sector Distribution and Channel processes.

-Developing and communicating compelling business value propositions.

-Red Hat & IBM Software Portfolio knowledge.

-Creating software deal structures.

-Writing and negotiating business contracts.

-Knowledge of legal areas related to and pertaining directly to creating executable contracts.

Preferred Technical and Professional Experience

-Extensive google (Excel) sheets modeling experience (pivot tables, etc).

-IBM Software Brand expertise (Middleware, Security, AI, Automation preferred).

-Red Hat software portfolio expertise.

-Understanding of successful implementation patterns for Enterprise Platforms

-Experience with Cloud Migration and Adoptions pattern

-Strong understanding of GAAP and Non-GAAP accounting.

-IBM Quote to Cash process knowledge.

-Strong understanding of financing and SaaS/subscription revenue recognition.

-Background in Finance, Pricing, and Cloud Provider Economics

-History of negotiating deals >$10M in ACV.

The salary range for this position is $258,000- $426,000 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. (inclusive of base pay + target incentive compensation).

Interested in this job?

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.

About Red Hat

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterpriseopen source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex.

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. Opportunities are open. Join us.

Benefits

• Comprehensive medical, dental, and vision coverage

• Flexible Spending Account - healthcare and dependent care

• Health Savings Account - high deductible medical plan

• Retirement 401(k) with employer match

• Paid time off and holidays

• Paid parental leave plans for all new parents

• Leave benefits including disability, paid family medical leave, and paid military leave

• Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

Note : These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.

Diversity, Equity & Inclusion at Red Hat

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 diverse 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 of diversity that compose our global village.

Equal Opportunity Policy (EEO)

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.

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.

Posting Location : Location US-Washington, DC

Posting date 1 month ago (3/14/2024 1:45 PM)

Job ID 101603

Workday ID R-037604

Category Field Sales