Director, NA Commercial Sales Deal Desk

Red Hat Inc.

Posted Under: Raleigh, North Carolina jobs in Sales; Sales jobs in zipcode 27601
Posted On: 2019-01-13 00:00:00

Company description At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies. Job summary Red Hat is looking for a Director for our North American (NA) Commercial Sales (NAC) Deals Desk to join us in Raleigh, NC. You will report to the Senior Director, NAC Sales Strategy and Operations. In this role, you will lead the NAC Deal Desk operations and partner with Global Deal Desk Operations team to develop best practices for fulfilling non-standard deals in the areas of Deal Process and Deal Structure. Your primary responsibility will be to streamline the deal creation process that has multiple touch points. You will lead a team of deal desk specialists that support each regional Sales teams. You'll be responsible for developing, implementing, and managing a programmatic framework for customer buying programs, discounting framework, competitive intelligence, and customer win or loss analysis to lead a repetitive deal construction model. You will work cross-functionally with Red Hat's Products and Technologies (PnT), Finance, and Legal organizations to accomplish these goals. Relocation assistance will be available for the right candidate. Primary job responsibilities* Lead a team of deal and bid specialists that are supporting each region in day-to-day activities around quotes and proposal creation (cross-functional deal review coordination, Sales Negotiation Support, Legal document management workflow)* Ensure compliance with published sales and business approval policies; be a sales advocate and partner to internal organizations to understand complex sales issues* Work with teammates and management to identify process improvement and Sales Enablement and Education opportunities; develop and deliver sales enablement tools (e.g. product and pricing FAQs, sales approval templates, etc.)* Spearhead a cross-functional process re-engineering effort for the opportunity to order cycle, which is where deals are constructed including the policy and systems aspects of this cycle; review and rebuild key items like the discounting framework, (non)standard aspects, multiple touch points and end-to-end workflow, removing barriers and bottlenecks and points of friction, delegation of authority* Serve as a trusted adviser to sales on Enterprise Deal Structuring i.e. quoting and pricing, product configuration, and business terms to support the sales effort* Advise sales on objection handling techniques, alternative contract options, proposal management, and value propositioning to help guide deal closures* Coordinate and program manage with product teams, Finance, and Legal to guide process improvements for competitive deal construction, complex deal support, and streamlined deal workflow via opportunity monitoring and control* Collaborate with impacted parties to identify acceptable options to facilitate deal closures* Work cross-functionally with Red Hat product teams, field teams, Finance, and Legal to develop and enhance strategic customer buying programs that are designed to fit the purchasing needs of different customers e.g. Enterprise Subscription Agreement Programs* Perform deal data and deal flow analysis to assess deal desk performance, guide metrics used to manage service level expectations with sales and customers and collection and proliferation of business insight (e.g., win/loss data) Required skills* 12-15 years in a leadership or management role leading high-performance, customer-facing teams* Solid process background* Business knowledge and skills to engage business leaders on business terms and deliver business solutions* Empathy for customers and passion for revenue and growth???* Analytical and process-oriented mindset* Outstanding verbal and written communication skills with excellent presentation skills* Analytical and problem-solving skills and the ability to apply a quantitative approach to measuring customer experience, product usage, and customer satisfaction to guide improved performance* Deep financial and operational understanding of value drivers in recurring revenue business models* Customer service focus, including the ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment* Bachelor's degree in a technology or any analytical discipline; graduate degree in management is a plus* Willingness to travel around 25%, both internationally and domestically* Knowledge of Red Hat solutions is an advantage* Combined background of services and sales or sales experience ???is ideal* Software technology experience, aligned against a subscription model is a plus 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. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.