Business Value Director - Defense

Business Value Director

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 build 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.

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, ROI, 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.

You must be eligible to pass a security clearance check and obtain a NATO secret clearance.

• 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.

• 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.

• 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.

• Strong domain expertise in the NATO defence space, with proven experience with defense partner ecosystem 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 Defence industry, including a deep understanding of the economics and decision process in Defence 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.
• Experience engaging with C‑level executives and complex internal stakeholder groups.
• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space.
• Preference for fluency in a European language addition to English.
• Strong program management and communication skills.
• Presentation skills including public…