Business Value Director - Global Telco

Principal Talent Acquisition Partner EMEA at Red Hat

Job Summary

The Red Hat Sales team is looking for a Business Value Director – Global Telco to join us and support the incredible growth of the leader in the Hybrid Cloud market and other open source technologies. As one of the early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team responsible for building a comprehensive business value focus in Telco to assist the account teams to deliver expanded revenue attainment and incremental pipeline growth.

We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, market strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space with deep Telco industry expertise.

In this role, you will focus on our largest Telco customers contributing to incremental revenue achievement overall. You will coordinate with the account teams owning the customer relationship to engage at all levels in the customer to help identify the impetus to change and quantify the impact of business outcome achievement through return on investment (ROI) business cases, total cost of ownership (TCO), and customer related financing strategies.

You will collaborate with Red Hat and customer teams to uncover, define, and communicate the financial impact for the adoption of Red Hat’s solutions. Your success will result in the strategic elevation of Red Hat with customers, leading to an expansion in our bookings and pipeline.

• Accelerate Incremental Revenue Growth Through CXO Customer Advisory for Top Deals In-Region
• Engage with customer executive teams through Red Hat accounts teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental revenue growth
• Develop account strategies, ROI investment justifications, executive proposals, and value realization analysis with a special 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 our customers view the economic benefit of using Red Hat relative to competition, including positioning Automation, Virtualization and AI based use cases for Telcos to increase Red Hat's business in these domains
• 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 & partner executive sessions at key events along with account teams such as Red Hat Summit, Executive Briefing Centers, etc. to elevate our positioning with economic buyers
• Act as a trusted advisor to customer executives using deep industry expertise at external forums like Mobile World Congress, TM Forum, and other industry events
• Enable Sales teams to elevate their 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 customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating sales cycles to achieve Global Telco 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.

• 15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
• 10+ years experience with demonstrable, practical solution deployment and a proven history of business expansion as a result
• Strong experience in Value Advisory, Management Consulting or Value Engineering
• Deep industry expertise in the Telco vertical, especially selling Horizontal solutions (including 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