Senior Deal Architect

Position Summary

The Deal Architect (DA) is accountable for structuring successful deal solutions to meet customer needs. The DA partners with Sales to assess customer solutioning needs and deliver a solution designed to meet the customers' complex business strategies and resource parameters. This role collaborates with cross-functional stakeholders as needed (such as Sales, Services, Operations, Legal and Finance) to facilitate the inception, drafting, approval and closing of non-standard and complex deals. The DA leverages industry and open source experience to structure and document complex deals while ensuring deal architecture practices are aligned with corporate policies, programs, and systems. This role maintains ongoing communication with customers, Sales and other geographically dispersed internal stakeholders to promote communication and understanding throughout the deal solutioning lifecycle.

What you will do:

• Engage with customers to understand their needs and provide recommendations for contract structures that align with their business objectives

• Assess and document customer solutioning needs by attending account planning (and related) sessions, and actively engage with sales to provide early advice and support in structuring potential deal options available

• Establish trusted working relationships and collaborate with Red Hat stakeholder teams impacted by non-standard or complex deals, specifically Sales and Commercial Legal, Finance, Sales Operations, Product Management, Product Marketing, Consulting, and Global Support Services teams

• Serve as a partner, trusted adviser, and advocate for the Sales and Services teams on strategic and complex deals structuring; advise on alternatives, possible ramifications, value propositioning and customer-facing recommendations and presentations to help guide deal closures

• Produce and present customer financial business cases alongside Sales maximizing the value for our customers

• Collaborate with internal teams to create and review non-standard contract and business terms language to ensure for strict compliance with Legal and Finance corporate policies and approval frameworks and industry regulations

• Support the development of pricing strategy used by Sales with customers to ensure competitive, consistent, and sustainable contracts across the specific supported industries and verticals

• Builds on established deal architecture skills and generalist knowledge by requiring limited directional guidance from team members, leads and managers to independently prioritize and deliver deal assignments

• Identifies and recommends improvements and enhancements to policy, contract, process, product, and systems knowledge to deliver deal architecture solutions and support team 

• Engages in exploring and selecting a specialization(s), based on business need, interests and skill set by working with supervisor and specialty SMEs

What you will bring:  

• 5+ years of experience working in a rapidly changing, deadline-based position involving daily interaction with multiple levels of management and peers; experience with deal desk work and commercial deal negotiation is a plus

• Bachelor’s degree in computer science, statistics, operations research, or data science, or a related field.

• Public accounting firm, Certified Public Accountant (CPA), or revenue accounting group experience is a plus

• Excellent written and verbal communication skills; solid organizational and interpersonal skills

• Ability to communicate across all levels of management and to customers

• Proven skills in negotiation, analysis, logic, problem-solving, crisis management, and leadership to drive deals to closing

• Familiarity with sales operations, order processing, fulfillment, 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

• Detailed-oriented and motivated; outstanding diplomatic skills

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

• Fluent language skills in English; Mandarin or Japanese or Korean are a plus

• Experience with Salesforce.com, Apttus and Oracle are a plus

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.

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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