Business Value Sales Lead - Ecosystem and Telco, APAC

at  RED HAT ASIA PACIFIC PTE LTD

The Red Hat Sales team is looking for a Business Value Director to join us and support the stupendous growth of the leader in the Hybrid Cloud market and other open source technologies. As one of the first hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive Partner Ecosystem and Telco 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 in-depth knowledge on partner-led sales in the cloud infrastructure/platform space.
In this role, you will focus directly on our key Partners driving engagements with their end customers, while enabling scale to reach other ecosystem partners. You will also lead engagements for Telcos to identify the value of Red Hat’s partnership and the impetus to change through leading partner or customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), business cases, and customer related financing strategies.
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 in partnership with our ecosystem. Your success will result in the strategic elevation of Red Hat with our partners and our customers, and shape the Sales team’s joint go-to-market strategies.

What You Will Do

• Build the Red Hat Partner Ecosystem Business Value Practice
• Collaboratively define the vision of Telco and Partner value across the entire Red Hat customer lifecycle and the value community
• Evolve a Partner and Telco Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
• Establish and evolve a value framework and deliverables applicable to Red Hat’s partnership with Global Systems Integrators (GSIs), Independent Software Vendors (ISV), and other partner types to help sell the value across the portfolio and scale across their customers
• Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
• Lead Partner and Customer Advisory on ROI and Business Value Achievement
• Directly engage with Partner account 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 partners view the economic benefit of using Red Hat relative to on-prem or competition, and how that translates into customer value
• Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
• Develop and Deliver Partner-Focused Value Enablement
• Act as a trusted advisor to regional sales management by providing guidance on joint partner account strategies and helping guide partner account teams on accelerating partner-led growth
• Enable internal sales teams and partner account teams on the value of Red Hat products, services, and solutions
• Enable Partner sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis

What You Will Bring

• 10+ years of detailed business case development, ROI / TCO financial modelling and executive storytelling experience
• 10+ years of proven track record in enterprise selling of complex solutions in the telco, cloud infrastructure or platform space
• Must have 5+ years of experience and knowledge of Partner-led sales in cloud infrastructure/platform space
• Must have experience working with GSIs or other large Partners in the cloud space
• Strong experience in Management Consulting or Investment Banking
• 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
• Experience with selling digital transformation programs in the cloud infrastructure or platform space, especially through the partner ecosystem
• 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

• Build the Red Hat Partner Ecosystem Business Value Practice
• Collaboratively define the vision of Telco and Partner value across the entire Red Hat customer lifecycle and the value community
• Evolve a Partner and Telco Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
• Establish and evolve a value framework and deliverables applicable to Red Hat’s partnership with Global Systems Integrators (GSIs), Independent Software Vendors (ISV), and other partner types to help sell the value across the portfolio and scale across their customers
• Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
• Lead Partner and Customer Advisory on ROI and Business Value Achievement
• Directly engage with Partner account 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 partners view the economic benefit of using Red Hat relative to on-prem or competition, and how that translates into customer value
• Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
• Develop and Deliver Partner-Focused Value Enablement
• Act as a trusted advisor to regional sales management by providing guidance on joint partner account strategies and helping guide partner account teams on accelerating partner-led growth
• Enable internal sales teams and partner account teams on the value of Red Hat products, services, and solutions
• Enable Partner sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysi