EMEA Dealmaker

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Deal Maker - EMEA

In this role, you will own and deliver large (multi-million dollar) strategic global software opportunity pursuits by defining key Red Hat commercial strategies, establishing customer financial relationships, and creating innovative contractual solutions.

You will collaborate with Red Hat / IBM teams and customers to identify financial solutions that unlock capabilities, leveraging IBM cross-contract vehicles to maximize customer commitment to Red Hat.

The role involves developing, proposing, negotiating, and closing complex contracts exceeding $80M in total value, solving commercial and fiscal challenges, and transforming business relationships through creative solutions.

The Dealmaker represents Red Hat in customer negotiations, owns deal outcomes, and uses financial analysis and modeling to build trust and deliver results such as revenue growth, margin, and cash flow.

What You Will Do

• Partner with customers and teams to create innovative financial and contractual solutions that drive revenue and margin growth.
• Support and achieve ACV and ARR goals through engagements with sales, finance, and operations.
• Design and advise on cross-brand revenue opportunities leveraging joint capabilities.
• Negotiate revenue sharing with IBM / Red Hat and execute joint pursuit strategies.
• Develop recommendations to accelerate sales, including strategic investment proposals.
• Work directly or indirectly with major customers to determine optimal solutions, with decision-making authority.
• Make decisions on concessions to close deals profitably while minimizing risk.

What You Will Bring

• 10+ years of enterprise sales experience.
• Experience with large contracts and negotiations, especially with annual spends over $10M.
• Experience with RFPs and software negotiations for contracts over $100M at senior levels.
• Knowledge of the marketplace, industry challenges, and negotiation strategies.
• Strong analytical and financial modeling skills.
• Excellent communication and negotiation skills.
• Proven ability to collaborate across teams.

Nice To Have

• Experience with enterprise platforms and transformation projects.
• Understanding of partner ecosystems and joint value creation.
• Knowledge of SaaS / subscription revenue recognition.
• Industry landscape awareness and strategic positioning skills.
• Multilingual abilities are a plus.

About Red Hat

Red Hat is a leading provider of open source software solutions, with a presence in over 40 countries. We foster a flexible, inclusive environment where innovation thrives. Our culture is built on transparency, collaboration, and inclusion, welcoming diverse perspectives.

Inclusion at Red Hat

We are committed to equal opportunity and inclusive hiring practices, welcoming applicants from all backgrounds.

• Seniority level : Not Applicable
• Employment type : Full-time
• Job function : Sales and Business Development

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