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Job Summary In this role you will own and deliver Large (multi-million) Strategic Global Software strategic opportunity pursuits in Telco by defining key Red Hat commercial strategies, establishing customer financial relationships, and creating and delivering innovative commercial contractual solutions. The role delivers growth to Red Hat through developing, proposing, negotiating and closing complex financial contracts in excess of $50M+ in Total Contract Value. These solutions solve our customers' commercial and fiscal challenges that impact the total customer buying relationship and drive customer strategy and value. This role offers a unique opportunity to shape Red Hat's growth in a dynamic and expanding TELCO industry by leveraging strategic financial solutions and the power of our channel ecosystem. Are you ready to make a significant impact? In this critical role, you will be instrumental in driving and closing large (multi-million dollar) deals. As a Dealmaker, you will represent Red Hat in "must-win" customer negotiations, owning deal results. You'll leverage financial and risk scenario analysis, modeling, and proposals to build customer trust and deliver key outcomes: revenue growth, margin, and cash flow. What You Will Do: Create innovative financial and commercial solutions with customers, Red Hat teams, and channel partners to drive revenue, margin growth, and expand Red Hat’s share of wallet. Support ACV and ARR goals through targeted engagements and close coordination with Sales, Pre-Sales, Finance, Deal Desk, BUs, and Sales Operations. Identify, design, and advise FLT on cross-brand (IBM/Red Hat) and Red Hat commercial revenue opportunities that maximize customer and business outcomes. Negotiate intercompany IBM/Red Hat commercial revenue-share agreements and lead high-profile joint pursuits. Develop strategic recommendations—build, partner, buy, and other investment proposals—that accelerate sales and unlock new growth avenues. Work with major customers and strategic channel partners to determine and approve optimal commercial structures, balancing concession decisions with risk, profitability, and cost-of-sales considerations. Make informed concession decisions to drive deal closure while protecting Red Hat’s commercial, legal, and financial position. What you will bring: 10+ years of enterprise sales experience, ideally with strong exposure to channel partners across the EMEA region. Proven track record negotiating complex, high-value contracts (committed spend, ELAs), including deals exceeding $50M TCV at senior (CxO) levels and via channel-led motions. Deep understanding of the EMEA market landscape, competitive dynamics, and industry-specific challenges, with the ability to model and quantify risk for both customers and Red Hat. Strong ability to operate in dynamic, ambiguous environments with complex stakeholder structures, including multi-partner channel ecosystems. Advanced analytical and financial modelling skills (Excel, scenario analysis, expected value, data manipulation) with the ability to build and present compelling business cases. Excellent communication and negotiation capabilities, applying frameworks such as ZOPA and BATNA, and delivering high-impact internal and customer-facing presentations. Demonstrated success influencing outcomes through cross-functional and cross-organizational collaboration, particularly with channel organizations. Fluent in English. Nice To Have: Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers’ IT and business needs and priorities/adoption over time and transform into visual collaborative scenario models using customer collaboration and assumption that build alignment and trust. Deep understanding of Partner Ecosystem business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices and apply these to create commercial value within the TELCO context. Strong understanding of financing and SaaS/subscription revenue recognition. Deep understanding of the industry competitive landscape with the ability to translate Red Hat’s value proposition to execute strategies that present Red Hat’s unique competitive advantage. #LI-AM4 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. 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 different 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 that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. 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We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.