Strategic Accounts Manager

This is a fully remote position, open to applicants in Texas.

📋 Description

• Develop, propose, negotiate, and finalize intricate financial contracts exceeding $80M in Total Contract Value.

• Address customers’ commercial and financial challenges through innovative contractual solutions.

• Act as Red Hat's representative in critical customer negotiations and take ownership of deal outcomes.

• Utilize fiscal/risk scenario analysis, modeling, and proposals to foster customer trust while driving revenue growth, margin, and cash-flow results.

• Collaborate with customers to devise creative fiscal and commercial contractual solutions.

• Contribute to ACV and ARR objectives through one-off engagements and coordination with Sales, Finance, deal desk, business units, and Sales Operations.

• Design, assess, and provide guidance on IBM/Red Hat cross-brand commercial revenue opportunities.

• Negotiate intercompany IBM/Red Hat commercial revenue sharing and implement strategies for significant joint pursuits.

• Formulate recommendations that expedite sales, including build, partner, buy, and strategic investment analyses.

• Partner with major Red Hat customers to identify and approve optimal commercial solutions.

• Enhance IBM/Red Hat offers while maximizing revenue prospects.

• Make concession decisions to facilitate deal closure while minimizing risk and securing profitable business.

⛳️ Requirements

• Over 10 years of Direct Sales experience with commercial enterprise customers.

• Extensive background in contracts and negotiations involving committed spend and/or other ELA style contracts.

• Practical experience and proven success working with customers with an annual spend of $25M or more.

• Experience with RFP and/or software negotiation on opportunities exceeding $100M in contract value at senior customer levels (CxO).

• Comprehensive understanding of the marketplace, competition, and significant industry-sector challenges influencing negotiation behaviors.

• Capability to quantify and model risks and outcomes for customers and stakeholders.

• Ability to navigate dynamic environments, incomplete information, and intricate stakeholder structures.

• Strong analytical, mathematical, scenario analysis, and software tool expertise.

• Proficient in Excel, PowerPoint, Pivot tables, data manipulation, transformation, and expected value analysis.

• Exceptional communication, negotiation, and presentation abilities.

• Familiarity with ZOPA and BATNA concepts.

• Proven skills in cross-group collaboration and partnership development.

• Experience in pricing and economics.

• Strong grasp of GAAP and Non-GAAP accounting principles.

• Nice to have: Familiarity with enterprise platforms and transformation implementation.

• Nice to have: Understanding of partner ecosystem business models, including Tier 1s, ISVs, and SIs.

• Nice to have: Solid understanding of financing and SaaS/subscription revenue recognition.

• Nice to have: In-depth knowledge of industry competitive landscapes and Red Hat’s value proposition.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Flexible Spending Account for healthcare and dependent care.

• Health Savings Account for high-deductible medical plans.

• Retirement 401(k) plan with employer matching.

• Paid time off and holidays.

• Paid parental leave policies for all new parents.

• Leave benefits that include disability, paid family medical leave, and paid military leave.

• Employee stock purchase program.

• Family planning reimbursement.

• Tuition reimbursement.

• Transportation expense account.

• Employee assistance program.

• Bonus, commission, and/or equity opportunities may be available.