Deal Management Director - Deal Contracts and Proposals

Position Summary

As a manager in Deal Management, the Deal Management Director – Deal Architecture reports to the Senior Director, Deal Management and  is responsible for leading the Deal Management Architecture Practice in providing end to end globally shared services and ensuring the success of the Deal Management lifecycle for addressing customers requests and ensuring the optimal customer experience. Members of this management team ensure Deal Management associates have the leadership, objectives, resources, guidance, knowledge, and support to effectively respond to sales channel requests for customer proposals and quotes. These managers support their teams as they collaborate with within their assigned teams and with cross-functional stakeholder teams  as needed (such as Sales, Services, Operations, Legal and Finance) to create deal proposal solutions while ensuring deal practices are aligned with corporate policies, programs, and systems. Deal Management Deal Desk Managers drive and execute Deal Management main objectives while navigating navigate complex organizational dynamics to contribute to key corporate objectives.  They Influence and implement adoption of global strategies and business models to drive and support complex deals  and compliance and contribute to deal processes improvement and deal velocity.

Core Responsibilities

• Establish trusted working relationships with peer leaders and directly reporting associates to ensure effective communication and management of individual and team activities to support business and associate needs in the Deal Management Deal Architecture Practice by ensuring successful architecture practice design, engagement, and cohesiveness for supporting and  delivering deal outcomes

• Collaborate proactively with internal teams to serve as a partner, trusted adviser, and advocate for Deal Management associates in the Deal Management Deal Architecture Practice

• Establish trusted working relationships and collaborate with Red Hat leadership and  stakeholder teams across Red Hat  to support deal activities, complete deliverables, escalations, and represent Deal Management team activities (such as  Sales, Legal, Finance, Sales Operations, Product Management, Product Marketing, Consulting, and Global Support Services leadership and teams)

• Manage a team of deal experts and perform all people management activities for assigned associates (such as performance evaluations, career and development guidance, staffing, growth, administrative activities, and other people manager requirements as assigned) 

• Leverage Deal Management frameworks, professional knowledge and corporate policies, processes and systems to deliver deal components. 

• Establishes deal management objectives, long term functional and cross-functional related targets, anticipates and engages on  highly complex, unique and ambiguous issues, prioritizes and makes final decisions  on  business matters, drives strategy for achieving functional and related cross-functional goals

• Impacts functional and cross-functional and objectives by driving business strategy.   Collaborates with senior leadership, internal experts, cross-functional  and subject matter experts.  Takes ownership and engages to lead and meet those functional and cross-functional objectives using advanced knowledge of deal support practices

• Serves at an advisory expert level on teams to conceptualize broad new business approaches, improvements and enhancements to translate corporate strategy, guide teams, and enable innovation and and agility to achieve long term goals

• Directs via approach which may include multidisciplinary teams via managers, senior managers, high-level individual contributors, cross-functional teams, projects, and matrices

Required Qualifications 

• Minimum of ten (10) Years Operational Experience and five (5) Years Supervisory experience of experienced managers and subject matter experts or related experience working in a high impact, dynamic, results-based execution or similar environment

• Bachelor’s degree in technical, financial, operational or related field

• Knowledge of business management areas contributing to successful deal outcomes such as sales, deal desk, deal negotiations, sales operations, order processing, fulfillment, revenue recognition, legal contracts, purchase orders, and license agreements

• Previous successful experience managing a deal desk or similar organization, team and associate level (people) management

• Ability to manage individual associates and lead deal desk teams. individual associates and collaborating with peer leaders to achieve deal outcomes

• Ability to manage at escalated levels of management and across stakeholder leader disciplines as appropriate to achieve and report outcomes as required

• Excellent communication skills (written, verbal, presentation, negotiation and diplomacy) and ability to engage across all levels of management, teams and customers 

• Ability to manage, prioritize, make decisions and deliver multiple assignments with detail and precision while addressing ambiguity, changing conditions, and moving deadlines

• Requires ability to deal with ambiguity and the corresponding capacity to make decisions or recommendations based on potentially incomplete information

• Willingness and availability to travel, including to customers on a per need basis

• Fluent language skills in English, Multi-Language skills helpful

• Experience with Red Hat Salesforce and related deal delivery systems and tools

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

About Red Hat

Red Hat is the world’s leading provider of enterprise 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.

Benefits
●    Comprehensive medical, dental, and vision coverage
●    Flexible Spending Account - healthcare and dependent care
●    Health Savings Account - high deductible medical plan
●    Retirement 401(k) with employer match
●    Paid time off and holidays
●    Paid parental leave plans for all new parents
●    Leave benefits including disability, paid family medical leave, and paid military leave
●    Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

Diversity, Equity & 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 diverse 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 of diversity that compose our global village.

Equal Opportunity Policy (EEO)
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