Deal Director - Public Accounts

About the job

Act as primary deal lead for a defined set of Federal, SLED, and Federal Systems Integrators (FSIs) accounts.

-Build and design baseline fiscal models that integrate current BAU and organic growth as well as incremental sales motions into collaborative customer models that enable customers to visualize multiple scenarios as well as risk trade offs between various interactive fiscal proposals. 

What you will do

-Collaborate with the broader Global Dealmaker team/Dealmaker peers to share and iterate on customer solutions as well as best practices to solve and overcome legacy Red Hat roadblock and create new customer centric methods to solve customer problems. 

-Work to re-define internal and external processes of deal structuring and client engagement to extend offering capabilities (Build around the client vs. client around RH systems) that expand our customer financial and business relationships. 

-Educate sales teams on the "How to" of approaching and building large deals including deal coach, monthly education sessions, and deal reviews (where applicable).

-Work collaboratively across Red Hat's internal ecosystem to include, where appropriate; Enterprise & Commercial leaders, NAPS pre-sales and technical teams, deal operations, deal desk, BVP members, HCS team, etc. in order to deliver broader and expanded financial outcomes.

-Design and deliver fiscally centric commercial proposals that outline clear value propositions centered around customer needs and customer commercial benefits.  

-Negotiate strategic software agreements that encompass total customer relationships across on-premise software, subscription licenses, Cloud (w&w/out Hyperscalers) through multiple commercial channels and vehicles including but not limited to private market offerings, DSOR and HCS.

-Integrate Red Hat opportunities into the IBM strategic software agreements where appropriate in order to maximize Red Hat financial outcome and customer benefit (ESSO, SSSO, ELA, ESA, etc) on both named P1 and P2 accounts as well as in other accounts, including those with ELA's.

-Collaborate and leverage IBM ELA and compelling customer events to expand opportunity 

-Revise process for marketplace & HCS opportunities to account for the unique nature of SLED and FED public sector accounts.  

-Ability to manage up to 10 large deals per quarter.

Preferred Work Location: Washington DC

Note: Employee should be available and willing to travel to work 2-3 days a month from Tysons Office.

What you will bring

Required Technical and Professional Expertise

-Strategic software sales to CxO level customers.

-5-10 years experience strategic software sales supporting Public Sector accounts.

-5-10 years successful outside sales experience.

-Familiarization with Federal Acquisition Regulations (FAR) guidelines, particularly FAR 16; Types of Contract.

-Familiarization with Public Sector Distribution and Channel processes.

-Developing and communicating compelling business value propositions.

-Red Hat & IBM Software Portfolio knowledge.

-Creating software deal structures.

-Writing and negotiating business contracts.

-Knowledge of legal areas related to and pertaining directly to creating executable contracts.

Preferred Technical and Professional Experience

-Extensive google (Excel) sheets modeling experience (pivot tables, etc).

-IBM Software Brand expertise (Middleware, Security, AI, Automation preferred).

-Red Hat software portfolio expertise.

-Understanding of successful implementation patterns for Enterprise Platforms 

-Experience with Cloud Migration and Adoptions pattern

-Strong understanding of GAAP and Non-GAAP accounting.

-IBM Quote to Cash process knowledge.

-Strong understanding of financing and SaaS/subscription revenue recognition.

-Background in Finance, Pricing, and Cloud Provider Economics

-History of negotiating deals >$10M in ACV.

The salary range for this position is $258,000- $426,000 (inclusive of base pay target incentive compensation). Actual offer will be based on your qualifications. (inclusive of base pay target incentive compensation).