Hybrid Business Value Director – Defense

at Red Hat

• Job title: Business Value Director – Defense
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Cloud
• Location requirements: Hybrid, United Kingdom

About the role

• Business Value Director driving customer value methodology in Hybrid Cloud solutions at Red Hat. Leading strategic sales initiatives for defense sectors in European NATO member states.

Responsibilities

• Build the Red Hat Value Practice
• 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 (BD, professional services etc.)
• Establish and 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.
• CXO Customer Advisory on ROI and Business Value Achievement
• 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 realization 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
• Sales and Customer Success Counsel
• Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize 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

Requirements

• Strong domain expertise in the NATO defence space, with proven experience with defense partner eco system and armed forces.
• 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience
• Strong experience in the European or British Defense industry, including a deep understanding of the economics and decision process in Defense Ministries and Defence Engineering companies
• Strong experience in Management Consulting and consultative sales approach
• Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times
• Experience engaging with C-level executives and complex internal stakeholder groups
• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space
• Preference for fluency in a European language addition to English language
• 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
• Ability to accommodate limited business travel

Benefits

• Health insurance
• Flexible working hours
• Professional development opportunities