Product Development Director bringing IT - driven product enhancements to market for P&C insurance at USAA. Collaborating across functions to ensure compliance and improve product offerings.
About the role
- Business Value Director driving customer value methodology in Hybrid Cloud solutions at Red Hat. Leading strategic sales initiatives for defense sectors in European NATO member states.
Responsibilities
- Build the Red Hat Value Practice
- Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community
- Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)
- Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
- Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
- CXO Customer Advisory on ROI and Business Value Achievement
- Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate Sales cycles
- 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
- Sales and Customer Success Counsel
- Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits
- Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices
- Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis
Requirements
- Strong domain expertise in the NATO defence space, with proven experience with defense partner eco system and armed forces.
- 10+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience
- Strong experience in the European or British Defense industry, including a deep understanding of the economics and decision process in Defense Ministries and Defence Engineering companies
- Strong experience in Management Consulting and consultative sales approach
- Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times
- Experience engaging with C-level executives and complex internal stakeholder groups
- Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space
- Preference for fluency in a European language addition to English language
- 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 limited business travel
Benefits
- Health insurance
- Flexible working hours
- Professional development opportunities
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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