Business Value Director

Overview Business Value Director - Global Telco role at Red Hat. The Red Hat Sales team is seeking a Business Value Director - Gobal Telco to join us and support growth in the Hybrid Cloud market and other open source technologies. As an early hire in this capacity, you will help build a comprehensive business value focus in Telco to assist account teams in delivering expanded revenue attainment and incremental pipeline growth. You should be passionate about business outcomes and combine B2B software selling, market strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space with deep Telco industry expertise. You will focus on our largest Telco customers, coordinating with account teams to engage at all levels to identify the impetus to change and quantify the impact of business outcomes through ROI, TCO, and customer financing strategies. You will collaborate with Red Hat and customer teams to uncover, define, and communicate the financial impact of adopting Red Hat solutions. Your success will elevate Red Hat with customers and contribute to bookings and pipeline expansion. What You Will Do - Accelerate Incremental Revenue Growth Through CXO Customer Advisory for Top Deals In-Region - Engage with customer executive teams through Red Hat account teams, articulating the strategic and financial impact of Red Hat’s transformation message to deliver incremental revenue growth - Develop (with guidance from and in coordination with the account teams) appropriate account strategies, ROI investment justifications, executive proposals, and value realization analysis with 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 customers view the economic benefit of using Red Hat relative to competition, including positioning Automation, Virtualization and AI-based use cases for Telcos - Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building - Assist the account teams to expand sales pipeline through customer/partner cross-functional initiatives - Participate in customer and partner executive sessions at key events (e.g., Red Hat Summit, Executive Briefing Centers) to elevate our positioning with economic buyers - Act as a trusted advisor to customer executives using deep industry expertise at external forums (e.g., Mobile World Congress, TM Forum, and other industry events) - Enable Sales teams to elevate executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns - Accelerate achievement of Global Telco sales targets with scalable customer engagements - Identify trends from white-glove engagements to deliver scalable, lighter-touch value engagements to accelerate sales cycles - Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and value community (Sales, Marketing, Tech Sales, Customer Success, etc.) - Create a knowledge base including a library of reusable value assets (value maps, benefit models, benchmarking templates, tools, etc.) What You Will Bring - 15+ years of detailed business case development, financial analysis, ROI/TCO modeling, and executive storytelling experience - 10+ years experience with demonstrable, practical solution deployment and a proven history of business expansion - Strong experience in Value Advisory, Management Consulting or Value Engineering - Deep Telco industry expertise, especially in Horizontal solutions (NFVI, VNFs, CNFs, OSS-BSS, V/O-RAN, Edge, etc.) - Experience engaging with C-level executives and complex internal stakeholder groups - Strong skills in developing executive narrative slideware with inputs from internal stakeholders - Strong program management and communication skills - Presentation skills including public speaking, meeting facilitation, and whiteboarding - Ability to accommodate business travel for delivering customer engagements Nice To Have - 10+ years of proven enterprise selling experience in cloud infrastructure, OpenStack, and/or platform space; additional Telco Automation, Virtualization, and AI use cases - 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, delivering high-performing Linux, cloud, container, and Kubernetes technologies. We support a flexible work environment across 40+ countries and encourage collaboration and open ideas. We hire passionate people who contribute to solving complex problems and making an impact. Inclusion at Red Hat Red Hat’s culture is built on transparency, collaboration, and inclusion. We aim for equal opportunity and celebrate diverse voices across our global community. Equal Opportunity Policy (EEO) Red Hat is an equal opportunity workplace and affirmative action employer. We review applications without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, disability, or any other basis prohibited by law. We do not accept unsolicited resumes from recruitment agencies. #J-18808-Ljbffr