Red Hat · 1 week ago
Global Enterprise Deal Director
United States
Full-time
Remote
Director/Executive
$292K/yr - $481K/yr
10+ years expRed Hat is the world’s leading provider of enterprise open source software solutions, and they are seeking a Global Enterprise Deal Director to drive growth through complex financial contracts. The role involves partnering with customers to create innovative contractual solutions, negotiating high-profile deals, and maximizing revenue opportunities.
Enterprise SoftwareInsurTechLinuxOpen SourceOperating SystemsSoftware
Responsibilities
Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet
Support, develop and deliver on ACV and ARR goals through one off engagements and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis
Design, evaluate and advise FLT on IBM/Red Hat cross brand commercial revenue opportunities that leverage joint capabilities and maximize customer and commercial outcomes
Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-profile joint pursuits
Develop recommendations that accelerate sales, including analysis of build, partner and buy opportunities and other strategic investment proposals that inspire senior leaders to grow Red Hat in new ways
Work directly/indirectly with the largest Red Hat customers to assist in determining and approving optimal commercial solutions that meet the customers’ needs while optimizing the IBM / Red Hat offer while maximizing the revenue opportunity. Empowerment and decision making, broad legal and financial authority, with extensive understanding of concession risks and cost of sales implications
Accountable for making decisions regarding concessions to drive deals to closure while minimizing risk to Red Hat and closing good, profitable business
Qualification
Required
10+ years Direct Sales experience with commercial enterprise customers
Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with $25M+ annual spend
Experience with RFP and/ or Software negotiation on opportunities > $100M+ contract value at senior customer level (CxO)
Knowledge of the marketplace, competition and specific challenges of major industry sectors driving negotiation behaviors that present risk for the customer and Red Hat with the ability to quantify and model to customer and stakeholders
Must be able to navigate a frequently changing environment, incomplete information and complex stakeholder structures
Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling financial business cases to customers
Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how to use these in conjunction with excellent presentation skills (internally and customer-facing)
Proven capabilities of exemplary impact through cross-group collaboration and partnerships
Experience in pricing and economics along with strong understanding of GAAP and Non-GAAP accounting
Preferred
Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers' IT and business needs and priorities/adoption over time and transform into visional collaborative scenario models using customer collaboration and assumption that build alignment and trust
Understanding of Partner Ecosystem business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices and apply these to create commercial value
Strong understanding of financing and SaaS/subscription revenue recognition
Deep understanding of the industry competitive landscape with the ability to translate Red Hat's value proposition to drive globally compete strategies that present Red Hat's unique competitive advantage
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
Mark Little
CTO JBoss
Recent News
2026-01-23
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