Company Description : At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions.
We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services.
Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies. Job summary : The Red Hat Sales team is looking for a Business Value Engineer to join us in Dubai, UAE to support the Central and Eastern Europe, the Middle East, and Africa (CEMEA) region.
In this role, you’ll be expected to work with customers, partners, and Red Hat’s Sales teams to develop and deliver clear messaging around Red Hat’s strategy and vision how our solutions bring value to customers.
Your objective will be to stimulate interest and demand for Red Hat’s solutions, and in so doing, help to grow a solid opportunity pipeline.
As a Business Value Engineer, you will help accelerate deal closure cycles based on compelling value propositions guiding customer activity and increase average deal values as customers are motivated to make larger investments for greater returns.
Primary job responsibilities :
Provide expertise of value based selling and implementation process which includes the creation of business cases to demonstrate quantified monetary benefits to clients
Apply value-selling methods, benchmarks, and tools to deliver comprehensive value propositions and business content with clear return on investment (ROI) and total cost of ownership (TCO)
Coach Sales teams on critical business issues faced by customers and help articulate Red Hat’s value proposition from a business value point of view
Collaborate with regionally and globally distributed teams to create industry or line of business whitepapers, point of views, and other relevant documentation
Undertake research of customer or industry and market intelligence to provide insights on value creation opportunities for Red Hat and customers to leverage
Establish credibility quickly with executive customer stakeholders
Become a thought leader in Red Hat CEMEA for business value engineering and play a leading role in the evolution of our value based sales processes and disciplines
Required skills :
10+ years of professional experience in sales, consulting, or industry solutions
Bachelor’s degree or equivalent; MBA or equivalent degree from an accredited university is a plus
Solid verbal and written communication skills
Advanced listening, problem solving, and analytical skills to build the right strategy for your customer
Experience with business case creation, analysis, and research
Advanced knowledge of value selling methodology and processes, opportunities, and value chain and ecosystem analyses
Experience with IT or business alignment in major transformation programmes
Experience articulating critical success factors to customers with clear linkage to the proposed solution and business value they deliver
Experience working in an enterprise-type software consulting and implementation role; training experience a plus, especially in a setting with enterprise software vendors
Record of executive management engagement up to C-level with partners and clients and experience designing and facilitating executive workshops
Field enablement experience and a record of promoting best practices to amplify your impact across a large region
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.
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