Business Value Director (Global Center of) @ Red Hat

Job Description

About The Job The Red Hat Enterprise Sales team is looking for a Business Value Director to join us in the Global Value Center of Excellance (Delhi, India). In this role, you will support our remarkable growth in the hybrid cloud market and other open source technologies. This role provides a unique opportunity to join the Sales team and grow 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 and platform space. 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. As a Business Value Director, you will collaborate with Red Hat teams and customer senior executives to uncover, define and communicate the financial impact for the adoption of Red Hats solutions. Your success will result in the strategic elevation of Red Hat with customers, and shape the Sales teams go-to-market strategies as well as customer success initiatives. Successful applicants must reside in a country where Red Hat is registered to do business. What You Will Do 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 (sales, marketing, BD, professional services etc.) 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. Evolve internal value community; promote awareness and engagement in the community Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hats digital transformation message to accelerate Sales cycles Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realisation 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 Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritise 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 What You Will Bring 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience Strong experience in Value Engineering, Value Advisory or Management Consulting 10+ years of proven track record in selling complex solutions or transformation programs in the cloud infrastructure or platform space Preference for industry experience in Public Sector, Conglomerates and Financial Services 5+ years of experience with enterprise cloud economics, FinOps, data center operations and cloud migrations Experience engaging with C-level executives and internal stakeholders Strong program management and communication skills Presentation skills including public speaking, meeting facilitation, and whiteboarding Bachelors degree; Masters degree in business administration is a plus

Employement Category:

Employement Type: Full time
Industry: IT
Role Category: IT Services & Consulting
Functional Area: Not Applicable
Role/Responsibilies: Business Value Director (Global Center of)

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Keyskills:   Value Selling Strategy Consulting Program Management Value Engineering Management Consulting Data Center Operations Program Management Communication Skills Presentation Skills ROI TCO Financial Modeling Value Advisory Cloud Infrastructure Platform Space Enterprise Cloud Economics FinOps Cloud Migrations