Business Value Director - Defense

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 its kind in the company, 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 the strategic elevation of Red Hat with customers, and shape the Sales team’s go-to-market strategies as well as customer success initiatives.

In this role you will work with leading defence businesses in the European NATO member states.

This will require the eligibility to pass a security clearance check and to obtain and hold a NATO secret clearance.

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

• Strong domain expertise in the NATO defence space,  with proven experience with defense partner eco system and armed forces.

• 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience

• Strong experience in the European or British Defense industry, including a deep understanding of the economics and decision process in Defense Ministries and Defence Engineering companies

• Strong experience in Management Consulting and consultative sales approach

• Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times

• Experience engaging with C-level executives and complex internal stakeholder groups

• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Preference for fluency in a European language addition to English language

• 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

• Ability to accommodate limited business travel 

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About Red Hat

Red Hat is the world’s leading provider of enterprise 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 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.

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 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.

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.