Job Description

About the role:
The Red Hat Sales team is looking for a Business Value Director to join us and support the growth of the leader in the Hybrid Cloud market and other open source technologies.
We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space.
In this role, you will focus directly on our largest Enterprise customers with a global footprint to drive incremental booking achievement. You will lead C-level engagements to identify the impetus to change and quantify the impact of business outcome achievement through return on investment (ROI) business cases, 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, leading to an expansion in our bookings and pipeline.
What you will do:
1. Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with Canadian Accounts
Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat's transformation message to deliver incremental bookings over account quota
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
2. Accelerate Achievement of Americas Enterprise Sales Targets with Scalable Customer Engagements
Identify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Americas Enterprise targets
Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community (Sales, Marketing, Tech Sales, Customer Success etc.)
Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
3. Expand Sales Pipeline Through Customers / Partner Cross-Functional Initiatives
Lead customer & partner executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers
Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDPICC deal quality to prevent pipeline leak
Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns
What you will bring:
12+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
Strong experience in Value Advisory, Management Consulting or Value Engineering
Experience engaging with C-level executives and complex internal stakeholder groups
Candidate must be French speaking
10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
Strong skills in developing executive narrative slideware with inputs from internal stakeholders
Strong program management and communication skills
Presentation skills including public speaking, meeting facilitation, and whiteboarding
Past experience in public sector is a plus
Bachelor's degree; Master's degree in business administration is a plus
Ability to accommodate business travel for delivering customer engagements
French version:
A propos du role :
L'equipe Commerciale (Sales) de Red Hat est a la recherche d'un Directeur de la Valeur Commerciale (Business Value Director) pour nous rejoindre et soutenir la croissance du leader sur le marche du Cloud Hybride et d'autres technologies open source.
Nous recherchons une personne passionnee par les resultats commerciaux et capable de combiner les competences de la vente de logiciels B2B, du conseil en strategie et de la gestion des parties prenantes executives dans l'espace de l'infrastructure/plateforme cloud.
Dans ce role, vous vous concentrerez directement sur nos plus grands clients d'entreprise ayant une empreinte mondiale pour generer des reservations incrementales. Vous dirigerez des engagements de niveau C (direction generale) pour identifier l'impulsion au changement et quantifier l'impact de l'atteinte des resultats commerciaux par le biais d'analyses de rentabilite (Return on Investment - ROI), du cout total de possession (Total Cost of Ownership - TCO) et de strategies de financement liees au client.
Vous collaborerez avec les equipes de Red Hat et les cadres superieurs des clients pour decouvrir, definir et communiquer l'impact financier de l'adoption des solutions de Red Hat. Votre succes se traduira par l'elevation strategique de Red Hat aupres des clients, entrainant une expansion de nos reservations et de notre pipeline.
Ce que vous ferez :
1. Generer des reservations de ventes incrementales grace au conseil client CXO pour les principales transactions avec les comptes canadiens

• Collaborer directement avec les equipes de direction des clients, en aidant a articuler l'impact strategique et financier du message de transformation de Red Hat pour generer des reservations incrementales au-dela du quota du compte.
• Developper des strategies de compte de niveau C, des justifications d'investissement en ROI, des structures de transaction, des propositions commerciales et des analyses de concretisation de la valeur.
• Servir de source cle d'informations sur le marche concernant la facon dont nos clients percoivent l'avantage economique d'utiliser Red Hat par rapport aux solutions sur site ou a la concurrence.
• Identifier, diriger et contribuer a la creation de leadership eclaire (thought leadership) (meilleures pratiques, livres blancs, ateliers, etc.) pour la construction du pipeline.

2. Accelerer l'atteinte des objectifs de ventes d'entreprise des Ameriques grace a des engagements clients evolutifs

• Identifier les tendances issues des engagements clients "gants blancs" pour offrir des engagements de valeur client evolutifs et plus legers, visant a accelerer les cycles de vente pour atteindre les objectifs de l'entreprise des Ameriques.
• Definir en collaboration la vision de la valeur client sur l'ensemble du cycle de vie client de Red Hat et de la communaute de la valeur (Ventes, Marketing, Ventes Techniques, Succes Client, etc.).
• Creer une base de connaissances comprenant une bibliotheque d'actifs de valeur reutilisables, notamment des cartes de valeur, des modeles d'avantages, des analyses comparatives (benchmarking), des modeles, des outils, etc.

3. Elargir le pipeline de ventes grace a des initiatives interfonctionnelles clients/partenaires

• Animer des sessions executives clients et partenaires lors d'evenements cles tels que Red Hat Summit, Executive Briefing Center, etc., pour elever notre positionnement aupres des acheteurs economiques des clients.
• Agir en tant que conseiller de confiance aupres de la direction des ventes regionale en fournissant des conseils sur les strategies de compte et en examinant la qualite des transactions MEDDPICC pour prevenir les fuites dans le pipeline.
• Permettre aux equipes de vente d'elever leurs discussions executives en facilitant la decouverte axee sur la valeur et en proposant des campagnes de jeu de vente orientees vers la valeur commerciale.

Ce que vous apporterez :

• 12+ annees d'experience detaillee en developpement d'analyse de rentabilite (business case), analyse financiere, modelisation financiere de ROI/TCO et narration executive (executive storytelling).
• Forte experience dans le Conseil en Valeur (Value Advisory), le Conseil en Management ou l'Ingenierie de la Valeur (Value Engineering).
• Experience de collaboration avec des cadres de niveau C et des groupes complexes de parties prenantes internes.
• Le candidat doit parler francais.
• 10+ annees de succes prouve dans la vente en entreprise de solutions complexes dans l'espace de l'infrastructure ou de la plateforme cloud.
• Solides competences en developpement de diapositives de narration executive avec des contributions des parties prenantes internes.
• Solides competences en gestion de programme et en communication.
• Competences en presentation, y compris la prise de parole en public, l'animation de reunions et l'utilisation de tableaux blancs.
• Une experience anterieure dans le secteur public est un atout.
• Baccalaureat; une Maitrise en administration des affaires est un atout.
• Capacite a effectuer des voyages d'affaires pour realiser des engagements clients.

About Red Hat
is the world's leading provider of enterprise 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.
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