Senior Strategic Accounts Leader — Enterprise Growth

Red Hat; Texas; Remote; USD 248,000 - 409,000; Full time

Benefits offered by this job

Medical/Dental/Vision coverage

FSA for healthcare & dependent care

HSA for high deductible plan

401(k) with company match

PTO & holidays

Parental leave

Job summary

Red Hat is seeking an experienced senior negotiator to drive growth through high-value, complex contracts and strategic deals. You will craft fiscal and commercial solutions, influence pricing and shape outcomes across large enterprise customers.

You will collaborate with Sales, Finance, deal desk and operations to accelerate ACV/ARR, negotiate revenue share, and guide multi-stakeholder negotiations for sustainable outcomes.

Qualifications

• 10+ years direct sales experience with commercial enterprise customers.
• Experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and 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 challenges of major industry sectors driving negotiation behaviors.

Responsibilities

• Partner with customers to create new fiscal and commercial contractual solutions that deliver revenue and margin growth.
• Support, develop and deliver on ACV and ARR goals through coordination with local Sales, Finance, deal desk, BU and Sales Operations.
• Design, evaluate and advise cross-brand revenue opportunities maximizing customer outcomes.
• Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of joint pursuits.
• Develop recommendations that accelerate sales and expand opportunities with senior leaders.
• Work with largest Red Hat customers to approve optimal commercial solutions meeting customer needs while optimizing revenue.
• Make decisions regarding concessions to drive deals to closure while minimizing risk.

Skills

Direct Sales

Contract Negotiations

RFP Negotiations

GAAP/Non-GAAP

Financial Modeling

Communication & Negotiation

Tools

Excel

PowerPoint

Pivot Tables

Data Manipulation

Job description

Red Hat is seeking an experienced senior negotiator to drive growth through high-value, complex contracts and strategic deals. You will craft fiscal and commercial solutions, influence pricing and shape outcomes across large enterprise customers.

You will collaborate with Sales, Finance, deal desk and operations to accelerate ACV/ARR, negotiate revenue share, and guide multi-stakeholder negotiations for sustainable outcomes.