Global Enterprise Deal Director

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Job Overview

The Global Enterprise Deal Director position at Red Hat involves owning and delivering large strategic global software deals with a Total Contract Value (TCV) of over $100 million. This role is primarily about defining key commercial strategies, establishing crucial customer financial relationships, and creating innovative commercial contractual solutions. The successful candidate will engage with both Red Hat and IBM teams to unlock customer capabilities and maximize financial commitments.

Key Responsibilities

In this role, you will be responsible for leading essential negotiations and owning deal outcomes that involve financial strategies. You will be tasked with:

• Partnering with customers to create innovative fiscal and contractual solutions.
• Delivering on Annual Contract Value (ACV) and Annual Recurring Revenue (ARR) goals.
• Designing and evaluating revenue opportunities that leverage Red Hat and IBM capabilities.
• Negotiating commercial revenue shares between Red Hat and IBM.
• Developing plans that inspire leadership to grow Red Hat’s market presence.

This role will require you to directly or indirectly support significant customers in determining optimal commercial solutions tailored to their needs while maximizing revenue opportunities for Red Hat.

Required Skills and Qualifications

To excel in this position, candidates should have:

• 10+ years of direct sales experience with commercial enterprises.
• Extensive negotiation expertise in contracts of significant value, specifically with customers whose annual spend exceeds $25 million.
• Proven experience in Request for Proposal (RFP) and software negotiation, especially for opportunities valued at over $100 million.
• Strong understanding of market competition and the challenges faced by various industry sectors.

Additionally, candidates should be comfortable navigating changing environments and have:

• Strong analytical and mathematical skills, including proficiency in tools such as Excel and PowerPoint.
• Excellent communication and negotiation abilities, familiar with strategies like ZOPA and BATNA.
• Knowledge in pricing, economics, and an understanding of GAAP and non-GAAP accounting principles.

Nice to Have Skills

While not mandatory, the following skills would be beneficial:

• Knowledge of enterprise platforms and transformation implementations.
• Insight into partner ecosystem business models, including Tier 1s and ISVs.
• Strong understanding of financing and SaaS subscription revenue recognition.
• Deep insight into the competitive landscape within the IT industry, allowing for effective communication of Red Hat’s value proposition.

Company Overview

Red Hat is a leading provider of enterprise open-source software solutions, known for its high-performing technologies in Linux, cloud, container, and Kubernetes. With associates working flexibly across various environments globally, Red Hat fosters a culture encouraging ideas and collaboration. This culture aligns with Red Hat’s commitment to Diversity, Equity, and Inclusion, aiming for transparency, collaboration, and the acknowledgment of diverse perspectives.

Red Hat is committed to being an equal opportunity workplace, welcoming applicants from all backgrounds and experiences. The company takes pride in its workplace policies and provides reasonable accommodations for individuals with disabilities.

Conclusion

This role offers an excellent opportunity for individuals looking to take their career to the next level with an innovative and inclusive organization like Red Hat. Candidates interested in leading significant software deals and establishing lasting financial partnerships in a fully remote environment are encouraged to apply and be part of shaping the future of enterprise software solutions.

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