Red Hat · 3 days ago
Business Value Director - North America Public Sector
District of Columbia, United States
Full-time
Hybrid
Director/Executive
$267K/yr - $441K/yr
12+ years expRed Hat is the world’s leading provider of enterprise open source software solutions, and they are seeking a Business Value Director to support the growth in the Hybrid Cloud market. The role involves engaging with C-level executives to drive sales bookings and communicate the financial impact of adopting Red Hat’s solutions.
Enterprise SoftwareInsurTechLinuxOpen SourceOperating SystemsSoftware
Responsibilities
Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with North America Public Sector Accounts
Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental bookings over account quota
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
Accelerate Achievement of Americas Enterprise Sales Targets with Scalable Customer Engagements
Identify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Americas Enterprise targets
Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community (Sales, Marketing, Tech Sales, Customer Success etc.)
Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc
Expand Sales Pipeline Through Customers / Partner Cross-Functional Initiatives
Lead customer & partner executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers
Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDPICC deal quality to prevent pipeline leak
Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns
Qualification
Required
12+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
Strong experience in Value Advisory, Management Consulting or Value Engineering
Prior experience with public sector including Federal, State and Local, or Higher Education
Experience engaging with C-level executives and complex internal stakeholder groups
10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
Strong skills in developing executive narrative slideware with inputs from internal stakeholders
Strong program management and communication skills
Presentation skills including public speaking, meeting facilitation, and whiteboarding
Bachelor's degree; Master's degree in business administration is a plus
Ability to accommodate business travel for delivering customer engagements
Benefits
Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Company
Red Hat
Red Hat is a software company that offers enterprise open-source software solutions. It is a sub-organization of IBM.
10001+ employees
H1B Sponsorship
Red Hat has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (159)
2024 (148)
2023 (156)
2022 (181)
2021 (154)
2020 (106)
Funding
Current Stage
Public CompanyTotal Funding
unknown2018-10-28Acquired
1999-08-20IPO
1999-03-09Corporate Round
Leadership Team
Chris Wright
Chief Technology Officer and Senior Vice President Global Engineering
Andrew Brown
Senior Vice President and Chief Revenue Officer
Recent News
2026-01-16
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