Senior Business Value Principal (m/f/d)

📋 Description

• • As a Senior Business Value Principal at Red Hat, you will play a pivotal role in driving the growth of our high-impact Commercial customer segment. You will be instrumental in solidifying Red Hat's leadership position in the rapidly evolving Hybrid Cloud and open source technology markets.
• • This unique position demands a blend of strategic consulting acumen, proven B2B software sales expertise, and sophisticated executive stakeholder management, specifically within the cloud infrastructure and platform domain.
• • Your primary responsibility will be to engage directly with Red Hat's diverse customer base across Germany and the broader EMEA region, leading high-level discussions with C-suite executives.
• • You will be tasked with identifying the critical triggers for change within customer organizations and quantifying the tangible business outcomes achievable through the adoption of Red Hat's solutions.
• • This quantification will be achieved through the development and delivery of compelling financial models, including Return on Investment (ROI) business cases, Total Cost of Ownership (TCO) analyses, and innovative customer-related financing strategies.
• • A key aspect of your role will involve close collaboration with internal Red Hat teams, including Sales, Professional Services, and Business Development, as well as with customer executives.
• • You will work to deeply understand customer priorities, articulate how Red Hat's comprehensive portfolio can address their strategic objectives, and effectively communicate the financial impact and value realization associated with adopting Red Hat's open source solutions.
• • Your success in this role will directly contribute to the strategic elevation of Red Hat within customer accounts, fostering deeper partnerships and ultimately leading to significant expansion in our bookings and sales pipeline.
• • You will be a key architect in building and scaling Red Hat's Value Practice, defining the vision for customer value across the entire customer lifecycle and fostering a robust value community.
• • This involves developing and executing strategies to establish this community, partnering effectively with internal teams to ensure a cohesive approach to value realization.
• • You will be responsible for establishing and continuously evolving a comprehensive Red Hat value framework and a suite of deliverables designed to effectively communicate and sell the value proposition across our entire product portfolio and scalable across diverse customer segments.
• • A critical component of this will be the creation and maintenance of a rich knowledge base, including a library of reusable value assets such as value maps, benefit models, industry benchmarking data, and practical tools to support sales and customer success efforts.
• • In your role as a CXO Customer Advisor, you will directly engage with customer executive teams, helping them to articulate the strategic and financial implications of Red Hat's digital transformation initiatives, thereby accelerating sales cycles.
• • You will develop sophisticated C-level account strategies, craft compelling ROI investment justifications, design optimal deal structures, prepare comprehensive commercial proposals, and conduct thorough value realization analyses.
• • You will serve as an indispensable source of market intelligence, providing insights into how customers perceive the economic benefits of leveraging Red Hat's solutions compared to on-premise alternatives or competing offerings.
• • Furthermore, you will identify, lead, and contribute to the creation of impactful thought leadership content, including best practices, white papers, and workshops, to proactively build and nurture sales pipeline.
• • As a trusted advisor to regional Sales management, you will provide strategic guidance on account planning and assist in prioritizing sales pursuits to maximize effectiveness.
• • You will cultivate and manage strong relationships with regional Sales and Customer Success leadership, working collaboratively to embed effective enterprise sales best practices.
• • A significant part of your contribution will be enabling our Sales teams to elevate their executive-level discussions by facilitating value-focused discovery sessions and delivering insightful business value impact analyses.
• • This role offers a unique opportunity to shape the future of how Red Hat articulates and delivers business value, directly impacting customer success and Red Hat's market leadership.