Jobs in Fujairah, United Arab Emirates

Job Summary

This role offers a unique opportunity to shape Red Hat's growth in a dynamic and expanding region by leveraging strategic financial solutions and the power of our channel ecosystem. Are you ready to make a significant impact?

In this critical role, you will be instrumental in driving and closing large (multi-million dollar), strategic software opportunities across the Middle East and Africa region, with a strong emphasis on leveraging and collaborating with our robust channel partner ecosystem. You'll be responsible for defining Red Hat's key commercial strategies, fostering financial relationships with customers, and crafting innovative commercial and contractual solutions that maximize value for both Red Hat and our partners.

This role is vital for Red Hat's growth in MEA, focusing on developing, proposing, negotiating, and closing complex financial contracts often in excess of +$10M in Total Contract Value. These solutions will address our customers' commercial and fiscal challenges, transforming business relationships through risk mitigation and by quantifying the impact of creative solutions on the overall customer buying relationship.

As a Dealmaker, you will represent Red Hat in "must-win" customer negotiations, owning deal results. You'll leverage financial and risk scenario analysis, modeling, and proposals to build customer trust and deliver key outcomes : revenue growth, margin, and cash flow.

What You Will Do :

Partner with Customers, Red Hat teams and our Channel Partners, to create new, innovative financial and commercial contractual solutions that drive revenue and margin growth. This involves leveraging existing and new customer budgets and expanding Red Hat's total share of wallet within the MEA region.

Support, develop, and deliver on ACV and ARR goals through focused engagements and close coordination with local Sales, Finance, Deal Desk, Business Units, and Sales Operations on a case-by-case basis, always considering and integrating with our channel strategy.

Design, evaluate, and advise senior leadership (FLT) on Red Hat commercial revenue opportunities that leverage capabilities and maximize customer and commercial outcomes, especially those enabled or amplified by our channel partners.

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 across MEA.

Work directly and indirectly with Red Hat's largest customers and our strategic channel partners to assist in determining and approving optimal commercial solutions. This role involves significant empowerment and decision-making authority, with broad legal and financial understanding of concession risks and cost of sales implications.

Be accountable for making decisions regarding concessions to drive deals to closure while minimizing risk to Red Hat and ensuring profitable business outcomes, often in conjunction with our channel ecosystem.

What You Will Bring :

10+ years of direct sales experience with enterprise customers, ideally with a demonstrated understanding of and experience working with channel partners in the MEA region.

Extensive hands-on experience with contracts and negotiations of committed spend and / or other ELA-style contracts, with hands-on experience and demonstrable success with customers and partners with +10M annual spend at a senior customer level (CxO), including scenarios involving channel-led deals.

In-depth knowledge of the MEA marketplace, competition, and specific challenges of major industry sectors, driving negotiation behaviours that address risk for the customer and Red Hat. Ability to quantify and model these risks for customers and stakeholders.

Must be able to navigate a frequently changing environment, incomplete information, and complex stakeholder structures, including those involving multiple channel partners.

Strong analytical, mathematical, scenario analysis, and software tool skills (e.g., 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, especially with and through channel organizations.

Fluency in English

Nice To Have :

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 visual collaborative scenario models using customer collaboration and assumption that build alignment and trust.

Deep 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 within the MEA context.

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 execute strategies that present Red Hat’s unique competitive advantage.

Knowledge of Arabic.

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About Red Hat

Red Hat (https : / / www.redhat.com / ) is the world’s leading provider of enterprise open source (https : / / www.redhat.com / en / about / open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat

Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com . General inquiries, such as those regarding the status of a job application, will not receive a reply.

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