Job Summary:
The Red Hat Sales team is looking for a Business Value Director to join us in Tokyo, Japan. 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 Hat’s solutions. Your success will result in the strategic elevation of Red Hat with customers, and shape the Sales team’s 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.
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 Hat’s 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
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
Bachelor’s degree; Master’s degree in business administration is a plus
About Red Hat
Red 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.
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)
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