Dealmaker APAC at Red River

Kuala Lumpur, Kuala Lumpur, Malaysia -

Full Time

Start Date

Immediate

Expiry Date

31 Mar, 26

Salary

0.0

Posted On

01 Jan, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Direct Sales, Contracts Negotiation, RFP, Software Negotiation, Financial Solutions, Analytical Skills, Communication Skills, Negotiation Skills, Cross-group Collaboration, Enterprise Platforms, Risk Analysis, Customer Engagement, Commercial Strategies, Data Manipulation, Presentation Skills, Stakeholder Management

Industry

IT Services and IT Consulting

Description

In this role you will own and deliver Large (multi-million) Strategic Global Software specific strategic opportunity pursuits by defining key Red Hat commercial strategies, establishing customer financial relationships, and creating and delivering innovative commercial contractual solutions. You will collaborate with Red Hat/IBM teams and customers to identify financial solutions that best unlock customer and Red Hat capabilities while also leveraging IBM cross contract vehicles and synergies in order to maximize customer financial commitment to Red Hat. The role delivers growth to Red Hat through developing, proposing, negotiating and closing complex financial contracts in excess of $80M+ in Total Contract Value. These solutions solve our customers' commercial and fiscal challenges and transform our businesses' busi‐ness relationships through mitigation of risk and quantifying and visualizing the application of creative solutions and their impact to the total customer buying relationship. The Dealmaker represents Red Hat in must win customer negotiations and owns deal re‐sults, leveraging Financial/Risk Scenario Analysis, modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth, Margin, and Cash Flow). What You Will Do: Partner with customers and RH teams to create new, innovative financial , commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet. Support, develop and deliver on ACV and ARR goals through one off engage‐ments and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis. Design, evaluate and advise FLT on IBM/Red Hat cross brand commercial rev‐enue opportunities that leverage joint capabilities and maximize customer and commercial outcomes. Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-profile joint pursuits. What You Will Bring: 10+ years Direct Sales experience with enterprise customers Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with +$10M+ annual spend. Experience with RFP and/ or Software negotiation on opportunities > $100M+ contract value at senior customer level (CxO). Knowledge of the marketplace, competition and specific challenges of major industry sectors driving negotiation behaviors that present risk for the cus‐tomer and Red Hat with the ability to quantify and model to customer and stakeholders. Must be able to navigate a frequently changing environment, incomplete infor‐mation and complex stakeholder structures. Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling financial business cases to customers. Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how to use these in conjunction with excellent presentation skills (internally and customer-facing). Proven capabilities of exemplary impact through cross-group collaboration and partnerships. Nice To Have: Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers’ IT and business needs and priorities/adoption over time and transform into visional collaborative scenario models using customer collaboration and assumption that build alignment and trust. Understanding of Partner Ecosystem business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices #EG-LI1 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. 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 different 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 that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply. We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.

Responsibilities

The Dealmaker APAC will own and deliver large strategic global software opportunities by defining commercial strategies and establishing customer financial relationships. This role involves collaborating with teams to create innovative financial solutions and negotiating complex contracts to drive revenue growth.