Red Hat Deal Desk Specialist - ISV Embedded, CCSP, and ICT in Farnborough, United Kingdom
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.
Support closure of complex deals and facilitate achievement of booking targets and forecast. The Red Hat Deal Desk team is looking for a Deal Desk Specialist for independent software vendors (ISVs), Certified Cloud Service Providers (CCSPs), and information and communication technology (ICT) for the Europe, the Middle East, and Africa (EMEA) region to join us in Farnborough, U.K. In this role, you will collaborate with the ISV, CCSP, and ICT organizations and with Sales, Sales Operations, and Finance teams and other stakeholders. You'll provide assistance to various stakeholders, closing complex ISV, CCSP, and ICT opportunities. As a Deal Desk Specialist, you will support complex ISV, CCSP, and ICT deals and ensure that deal practices are documented, optimized, communicated, adhered to, and in support of global operational and sales objectives while aligning with corporate policies, programs, and systems.
Primary job responsibilities
Establish trusted working relationships with Red Hat teams that contribute to the achievement of the ISV, CCSP, and ICT bookings, forecast, and pipeline
Serve as a Subject Matter Expert and provide ISV, CCSP, and ICT deal structure support to Sales and Sales Operations teams, including regional Deal Desk team’s representatives, and engage teams which may be impacted specifically by the Commercial Legal Group, Finance, Product Management, Product Marketing, Global Professional Services, and Global Support Services teams
Provide Operational Support to the regional Sales and ISV, CCSP, and ICT leadership teams regarding the visibility of key deals in the forecast, planning, and pipeline management
Enforce the corporate approval framework and associated policies
Promote competency to negotiate and close deals that align with established guidelines
Promote and support the use of Salesforce.com (SFDC) as the primary system for contract review requests and price approval requests; document final contract summaries and price justifications for senior management
Ensure that deal practices are documented, optimized, communicated, adhered to, and in support of global operational and sales objectives
Be at the center of support activities, enabling ISV, CCSP, and ICT sales teams to close complex deals and facilitate efficient deal throughput; engage with the Sales Operations and Business Partnership teams to provide insights for their weekly business reviews with the Sales team’s country managers, analysing gaps to forecast and bookings targets and supporting achievement of linearity targets
Attend account planning sessions with sales teams to provide early advice and support in structuring the best ISV, CCSP, and ICT deals; advise on the available options
Provide project management support for large, complex ISV, CCSP, and ICT deals from opportunity to order
5+ years of experience working in a rapidly changing, deadline-based position, involving daily interaction with multiple levels of management and peers; industry experience with deal construction in ISV, CCSP, and ICT business
Excellent written and verbal communication skills; solid organizational and interpersonal skills
Ability to communicate across all levels of management
Proven skills in negotiation, analysis, critical thinking, problem-solving, crisis management, and leadership
Familiarity with services and sales operations, order processing, fulfilment, revenue recognition, legal contracts, purchase orders, and license agreements
Comfortable handling multiple urgent tasks, projects, and relationships under pressure
Ability to work quickly and thoroughly under changing conditions and timelines
Excellent presentation skills
Detail-oriented and motivated
Fluent language skills in English; advanced knowledge of French or German is a plus
Bachelor's degree is a plus
Experience with SFDC and Oracle is a plus
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Job ID 62692