Business Value Advisor

Join to apply for the Business Value Advisor role at Red Hat.Job SummaryThe 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. This role involves building a comprehensive business value practice to spread the customer value methodology across functions, combining value selling, strategy consulting, and program management in the cloud infrastructure/platform space. You will focus on our largest key customers while enabling scale to reach other segments, lead engagements to identify the imperative to change, and conduct economic impact discussions around ROI, TCO, and customer financing strategies. You will collaborate with Red Hat teams and customer executives to uncover, define, and communicate the financial impact of adopting Red Hat solutions. Success will elevate Red Hat with customers and shape the Sales team’s go-to-market strategies and customer success initiatives.Role scope: This role will involve working with leading businesses across Italy & Spain, including the Italian government and public sector. Eligibility to pass a security clearance check may be required.What You Will DoBuild the Red Hat Value Practice: define the vision of customer value across the customer lifecycle and the value communityBuild 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 value across the portfolio and scale across customer segmentsCreate a knowledge base including a library of reusable value assets (value maps, benefit models, benchmarking, templates, tools, etc.)CXO Customer Advisory on ROI and Business Value AchievementEngage with customer executive teams to articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate sales cyclesDevelop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysisProvide market insights into how customers view the economic benefit of Red Hat relative to on-premises or competitorsIdentify and contribute to thought leadership (best practices, white papers, workshops, etc.) for pipeline buildingSales and Customer Success CounselAct as a trusted advisor to regional Sales management on account strategies and prioritization of pursuitsManage relationships with regional Sales and Customer Success leadership to build enterprise Sales best practicesEnable Sales teams to elevate executive discussions by facilitating value-focused discovery and delivering business value impact analysisWhat You Will Bring10+ years of detailed business case development, ROI/TCO modeling, and executive storytelling experienceStrong experience in Management Consulting and consultative salesAbility to develop executive narrative slideware with inputs from multiple internal stakeholdersExperience engaging with C-level executives and complex internal stakeholder groupsPreference for familiarity with selling complex solutions or transformation programs in cloud infrastructure or platform spaceAbility to obtain clearance from EU governments (recommended)Strong program management and communication skillsPresentation skills including public speaking, meeting facilitation, and whiteboardingBachelor’s degree; Master’s degree in business administration is a plusAbility to accommodate limited business travelRequired fluency in Italian or Spanish, in addition to EnglishAbout Red HatRed Hat is the world’s leading provider of enterprise open source software solutions, delivering high-performing Linux, cloud, container, and Kubernetes technologies through a community-powered approach. With presence in 40+ countries, Red Hat offers flexible work environments. We hire creative, passionate people who contribute ideas, solve problems, and make an impact. We embrace an open, inclusive culture.Inclusion and Equal OpportunityRed Hat’s culture is built on openness, transparency, collaboration, and inclusion. We encourage applicants from all backgrounds and perspectives, and we strive for equal opportunity and access for all voices. Red Hat is an equal opportunity employer. We may provide accommodations to job applicants upon request.Red Hat does not seek unsolicited resumes from recruitment agencies. If you need assistance completing our online job application, contact #J-18808-Ljbffr