Strategic Accounts Manager

🕒 October 15

🤠 Texas – Remote

🤠 Texas – Remote

💵 $247.8k - $409k / year

⏰ Full Time

🟠 Senior

🔴 Lead

👔 Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Red Hat

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1993

🏢 Enterprise

💰 Corporate Round on 1999-03

Enterprise • Cloud

Red Hat is a leading provider of enterprise open source software solutions, helping companies worldwide to build and deploy applications across hybrid cloud infrastructures. With a strong focus on developing secure, stable, and innovative technologies, Red Hat offers a broad portfolio including products like Red Hat Enterprise Linux, Red Hat OpenShift, and Red Hat Ansible Automation Platform. These products support IT services on any infrastructure efficiently. Trusted by more than 90% of the U. S. Fortune 500, Red Hat empowers organizations to modernize their IT environments, leveraging open source communities to drive technological advancement.

📋 Description

• Develop, propose, negotiate, and close complex financial contracts exceeding $80M in Total Contract Value • Solve customers’ commercial and fiscal challenges through creative contractual solutions • Represent Red Hat in must-win customer negotiations and own deal results • Leverage fiscal/risk scenario analysis, modeling, and proposals to build customer trust and deliver revenue growth, margin, and cash-flow outcomes • Partner with customers to create innovative fiscal and commercial contractual solutions • Support ACV and ARR goals through one-off engagements and coordination with Sales, Finance, deal desk, business units, and Sales Operations • Design, evaluate, and advise on IBM/Red Hat cross-brand commercial revenue opportunities • Negotiate intercompany IBM/Red Hat commercial revenue sharing and execute strategies for high-profile joint pursuits • Develop recommendations that accelerate sales, including build, partner, buy, and strategic investment analyses • Work with major Red Hat customers to determine and approve optimal commercial solutions • Optimize IBM/Red Hat offers while maximizing revenue opportunities • Make concession decisions to drive deals to closure while minimizing risk and closing profitable business

🎯 Requirements

• 10+ years Direct Sales experience with commercial enterprise customers • Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts • 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 marketplace, competition, and major industry-sector challenges driving negotiation behaviors • Ability to quantify and model risks and outcomes for customers and stakeholders • Ability to navigate a frequently changing environment, incomplete information, and complex stakeholder structures • Strong analytical, mathematical, scenario analysis, and software tool skills • Proficiency with Excel, PowerPoint, Pivot tables, data manipulation, transformation, and expected value • Excellent communication, negotiation, and presentation skills • Knowledge of ZOPA and BATNA • Proven cross-group collaboration and partnership capabilities • Experience in pricing and economics • Strong understanding of GAAP and Non-GAAP accounting • Nice to have: Knowledge of enterprise platforms and transformation implementation • Nice to have: Understanding of partner ecosystem business models, including Tier 1s, ISVs, and SIs • Nice to have: Strong understanding of financing and SaaS/subscription revenue recognition • Nice to have: Deep understanding of industry competitive landscapes and Red Hat’s value proposition

🏖️ 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 • Employee stock purchase plan • Family planning reimbursement • Tuition reimbursement • Transportation expense account • Employee assistance program • Bonus, commission, and/or equity may be available