Senior Director

2 weeks ago

London, United Kingdom Red Hat Full time

Senior Director - Deal Making, EMEA/APAC Senior Director - Deal Making, EMEA/APAC

Remote type: Remote

Location: London

Time type: Full time

Posted on: Posted Yesterday

Job requisition id: R-042421

The Red Hat Global Enterprise Sales team is seeking a Senior Director, Regional Strategic Deal Making for the EMEA/APAC region. In this role, you will be responsible for large deal (€30M-€100M+) strategy and execution across the EMEA/APAC organization, ensuring closure of customer-centric, high-value deals that maximize customer relationship value and exceed growth targets. Your responsibilities include onboarding and ramping of Dealmaker capabilities across EMEA and APAC, driving/scaling the overall organization design, supporting the Dealmaker team with proposals, negotiation, and closure of large deals across the APAC and EMEA sectors, and working with internal stakeholders to align process to Dealmaker capabilities to create an integrated approach to maximize Total Customer Lifetime Value to Red Hat.

This position requires close collaboration with GEO, country, sector leaders, Business Strategy Leadership, and Finance to develop and implement change through strategic large deal forecasts, new processes, and sales engagement models, redesign of internal processes and policies to align to customer centricity, and development and implementation of new risk model frameworks to ensure business decisions are centered on customer, revenue, margin, and cash flow. This will be executed in partnership with the extended Dealmaker, Enterprise, and Account teams. This role requires strong leadership with a fiduciary responsible mindset in conjunction with upholding Red Hat’s policies, internal controls, and ethics guidelines.

This role reports to the Senior Director of Global Strategic Deal Making for Global Enterprise Sales.

What you will do

  • Lead and achieve geo-specific Enterprise Large Deal goals, driving Red Hat’s growth and ensuring long-term customer success.
  • Coach teams in negotiating large, complex enterprise accounts, engaging across Red Hat’s product portfolio.
  • Collaborate with global leaders, sales, business units, legal, and executives to drive growth and profitability through data-driven deals.
  • Act as a brand ambassador, ensuring proposals and business cases align with corporate standards.
  • Serve as a change agent, implementing tools and simplifying complex information for wider accessibility.
  • Lead cross-functional engagements with P&GE, finance, and legal teams to expedite and optimize proposals.
  • Collaborate on global process standards and ensure adherence to internal control policies across the Geos.
  • Oversee deal proposal management, driving innovation and business development improvements.
  • Champion compliance with ethics, security, and legal policies across the Geo Sales teams.
  • Provide thought leadership, driving creative solutions and maximizing adoption of Red Hat’s product portfolio.
  • Exhibit disciplined leadership and quick decision-making in a fast-paced environment.
  • Balance competing priorities while aligning with Red Hat’s goals and customer needs.
  • Demonstrate executive presence, professional maturity, and self-awareness in all interactions.
  • Lead with data-driven decision-making, staying composed under pressure in high-stress situations.
  • Inspire and motivate others, fostering collaboration, innovation, and high performance.

Qualifications

  • 10+ years leadership experience selling software or service infrastructure solutions with extensive field sales leadership experience.
  • Knowledge of Red Hat’s offerings including products, services, and solutions.
  • Demonstrated track record of building robust proposals and deal execution in global, matrixed organizations.
  • Solid enterprise understanding, advanced analytical skills, and technical acumen.
  • Geo-specific business knowledge relative to served markets, regional cultural differences, strategies, and segments.
  • Superior data-driven decision making and high analytical systems experience.
  • Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers and drive results.
  • Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned business cases and proposals, leading the organization through customer negotiations to close complex deals.
  • Strong communication skills to articulate direction and collaborate within the organization, reaching into a matrixed organization to gain alignment and teaming momentum.
  • Demonstrated ability to hold oneself and others accountable for commitments, providing clarity and outlining clear and shared expectations for success.
  • Solid operational aptitude to analyze performance, anticipate business needs, and align resources and action plans needed to succeed.
  • Ability to lead through ambiguity and with clarity in how to land our strategy.
  • Strong leadership, communication, and business skills are critical.
  • Comfortable negotiating changes that will impact growth for the Enterprise segment.
  • Display willingness to travel and take non-standard hours conference calls to meet deadlines.
  • Bachelor's degree in business administration or a technical discipline. MBA is a plus.

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

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