Job Information
Red Hat Dealmaker, Public Accounts in Richmond, Virginia
The Red Hat Strategic Global Accounts Deal team is looking to hire a Dealmaker to focus on public accounts within our North America Public Sector (NAPS) sector. In this role, you will own and deliver large strategic global software deals >$100M in Total Contract Value (TCV) on specific strategic opportunity pursuits by defining key Red Hat commercial strategies, establishing customer financial relationships, and creating and delivering innovative commercial contractual solutions. You will collaborate with Red Hat and IBM teams and customers to identify financial solutions that best unlock customer and Red Hat capabilities, while also leveraging IBM cross-contract vehicles and synergies in order to maximize customer financial commitment to Red Hat. The Dealmaker represents Red Hat in must-win customer negotiations and owns deal results, leveraging Fiscal/ Risk Scenario Analysis, modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth, Margin and Cash Flow).
What you will do:
Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet
Collaborate with senior leadership in Corporate Strategy, Finance and Sales to create and prioritize, so the organization can scale out to general sales and the deal desk, new commercial solutions offers that drive cloud and subscription adoption, collaboratively establishing GTM strategy that accelerate Red Hat’s organic business strateg
Support, develop and deliver on ACV and ARR goals through one-off engagements and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis
Set and direct the overall strategic direction of new, innovative commercial offerings through iterative direct customer collaboration on must win contracts that bring to market new strategic offerings, capabilities that enable Red Hat to serve our customers in new and innovative ways in parallel with providing feedback on new subscription and service strategies for regional and worldwide application
Coordinate with the FLT, Partners and Sales teams on $100M+ Commercial value joint partnerships that span across Direct, Indirect, OEM, CSSP and Embedded Sales channels that provide new revenue and growth opportunities
Assume an informal leadership role, providing Sales teams guidance as to how to drive the business forward while ensuring customer satisfaction remains a top priority
Collaborate with the Product Groups, Legal and Operations to highlight licensing trends and challenges and ensure that solutions developed meet the short and long term needs of both the customer and Red Hat
Enable customer success and software adoptions through advisory and sharing of key artifacts, proper processes, key metrics and tools to enhance future revenue growth, product adoption and future revenue expansion
What you will bring:
10+ years direct sales experience with commercial enterprise customers in a combination of management/ strategy consulting and/or technology roles
Masters’ degree or experience in Economics, Accounting, Finance, Legal or similar related fields, or Engineering and/ or Science discipline degree with hands’ on experience and demonstrated success in the software industry both in technical and financial capability for customers with $25M+ annual spend
Extensive experience with contracts and negotiations of committed spend and/ or other ELA style contracts within the federal space
Advanced knowledge/ experience in Accounting, Finance, Legal and/ or Economic disciplines
Experience with RFP and or Software negotiation on opportunities > $100M+ contract value
Strong analytical, mathematical, scenario analysis and software tool skills (ie: Excel, PowerPoint, pivot tables, data manipulation, transformation and expected value) and how to use these to present compelling financial business cases to customers
Excellent communication and negotiation skills with knowledge of ZOPA and BATNA and how to use these in conjunction with excellent presentation skills, both internally and customer-facing
Experience in pricing and cloud economics along with strong understanding of GAAP and Non-GAAP accounting; Strong understanding of financing and SaaS/ subscription revenue recognition
Knowledge of the federal marketplace, competition and specific challenges of major industry sectors driving negotiation behaviors that present risk for the customer and Red Hat with the ability to quantify and model to customer and stakeholders
The salary range for this position is $258,240.00 - $426,240.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
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 enterprise open 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.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com . General inquiries, such as those regarding the status of a job application, will not receive a reply.
We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge.
At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are.
Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.