Business Value Director

Business Value Director - Global TelcoThe Red Hat Sales team is looking for a Business Value Director - Gobal Telco to join us and support the incredible growth of the leader in the Hybrid Cloud market and other open source technologies. As one of the early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team responsible for building a comprehensive business value focus in Telco to assist the account teams to deliver expanded revenue attainment and incremental pipeline growth.We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, market strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space with deep Telco industry expertise.In this role, you will focus on our largest Telco customers contributing to incremental revenue achievement overall. You will coordinate with the account teams owning the customer relationship to engage at all levels in the customer to help 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 and customer teams 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 DoAccelerate Incremental Revenue Growth Through CXO Customer Advisory for Top Deals In-RegionEngage with customer executive teams through Red Hat accounts teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental revenue growthDevelop (with guidance from and in coordination with the account teams ) appropriate account strategies, ROI investment justifications, executive proposals, and value realization analysis with a special emphasis on Horizontal Telco solutions (including NFVI, VNF, CNF, OSS/BSS, V/O-RAN, Edge etc)Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to competition, including positioning Automation, Virtualization and AI based use cases for Telcos to increase Red Hat's business in these domainsIdentify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline buildingAssist the account teams to Expand Sales Pipeline Through Customer / Partner Cross-Functional InitiativesParticipate in customer & partner executive sessions at key events along with account teams such as Red Hat Summit, Executive Briefing Centers etc. to elevate our positioning with economic buyersAct as a trusted advisor to customer executives using deep industry expertise at external forums like Mobile World Congress, TM Forum, and other industry eventsEnable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaignsAccelerate Achievement of Global Telco Sales Targets with Scalable Customer EngagementsIdentify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Global Telco targetsCollaboratively 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.What You Will Bring15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience10+ years experience with demonstrable, practical solution deployment and a proven history of business expansion as a resultStrong experience in Value Advisory, Management Consulting or Value EngineeringDeep industry expertise in the Telco vertical, especially selling Horizontal solutions (including NFVI, VNFs, CNFs, OSS-BSS, V/O-RAN, Edge etc.)Experience engaging with C-level executives and complex internal stakeholder groupsStrong skills in developing executive narrative slideware with inputs from internal stakeholdersStrong program management and communication skillsPresentation skills including public speaking, meeting facilitation, and whiteboardingAbility to accommodate business travel for delivering customer engagementsNice To Have10+ years of proven track record in enterprise selling of cloud infrastructure, OpenStack, and/or platform space. Additional experience in the domain of Telco Automation, Virtualization, and AI use casesBachelor’s degree; Master’s degree in business administration is a plusAbout Red HatRed Hat is the world’s leading provider of enterprise 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 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.Inclusion at Red HatRed 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 different 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 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 General inquiries, such as those regarding the status of a job application, will not receive a reply.#J-18808-Ljbffr