Business Value Director - Defense

Location: Germany

##
**** Job Summary
**** 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 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 program management in the cloud infrastructure/platform space. In this role, you will focus directly on our largest key customers while enabling scale to reach other customer segments. You will lead engagements to identify the impetus to change through leading customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), 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. Your success will result in the strategic elevation of Red Hat with customers, and shape the Sales team’s go-to-market strategies as well as customer success initiatives.
**** In this role you will work with leading defence businesses in the European NATO member states.
******** This will require the eligibility to pass a security clearance check*
* ** and to obtain and hold a NATO secret clearance.****## ##
**** What You Will Do
******** Build the Red Hat Value Practice
***** Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community
* Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)
* Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
* Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
**** CXO Customer Advisory on ROI and Business Value Achievement
***** Directly engage with customer executive 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 realization analysis
* Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition
* Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
**** Sales and Customer Success Counsel
***** Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits
* Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices
* Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis## ##
**** What You Will Bring
***** Strong domain expertise in the NATO defence space,  with proven experience with defense partner eco system and armed forces.
* 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience
* Strong experience in the European or British Defense industry, including a deep understanding of the economics and decision process in Defense Ministries and Defence Engineering companies
* Strong experience in Management Consulting and consultative sales approach
* 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
* Preference for familiarity with selling complex solutions or…