Hybrid Business Value Director

at Red Hat

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

About the role

• Business Value Director driving strategic engagements with enterprise clients at Red Hat. Focused on ROI analysis and customer financial impact in the hybrid cloud market.

Responsibilities

• Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with Global Accounts
• Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental bookings over account quota
• 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
• Accelerate Achievement of Global Enterprise Sales Targets with Scalable Customer Engagements
• Identify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Global Enterprise targets
• Collaboratively 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.
• Expand Sales Pipeline Through Customers / Partner Cross-Functional Initiatives
• Lead customer & partner executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers
• Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDPICC deal quality to prevent pipeline leak
• Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns

Requirements

• 15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
• Strong experience in Value Advisory, Management Consulting or Value Engineering
• Experience engaging with C-level executives and complex internal stakeholder groups
• 10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
• Strong skills in developing executive narrative slideware with inputs from internal stakeholders
• Prior experience with Financial Services companies strongly preferred.
• Preference for business-fluent language skills in Japanese and English.
• 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 business travel for delivering customer engagements

Benefits

• Flexible work arrangements
• Professional development opportunities