Senior Business Value Principal - Americas Commercial (...

About the job: The Red Hat Sales team is looking for a Senior Business Value Principal - Americas Commercial to join us and support the growth of the leader in the Hybrid Cloud market and other open source technologies as we help customers capitalize on the AI opportunity and broader digital transformation. The position is dedicated to our highest growth potential customers across the US, Canada, and Latin America, so preference will be given to candidates that are centrally located, particularly near the Austin, TX area. This role is part of a small, new team supporting Americas Commercial Sales (our relatively fast growing, high potential customer segment), which presents a unique and exciting opportunity to influence our direction and impact as we aim to build a comprehensive business value practice that delivers expanded bookings and incremental pipeline growth. In this role, you will lead C-level engagements with customers in close collaboration with account teams and partners to identify the impetus to change and quantify the impact of business outcome achievement through return on investment (ROI) business cases, total cost of ownership (TCO), and customer related financing strategies. Within Red Hat, you will also act as a consultant to Sales leadership and help evolve Red Hatu2019s Value Practice. We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space. What you will do: + CXO Customer Advisory on ROI and Business Value Achievement Directly engage with customer executive teams in collaboration with Red Hat account teams and partners, helping articulate the strategic and financial impact of Red Hatu2019s digital transformation message to accelerate Sales cycles Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building + Sales and Customer Success Counsel Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits Manage relationships with regional Sales leadership to build effective Sales best practices Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis + Build the Red Hat Value Practice Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.) Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc. What you will bring: + 8+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience + Strong experience in Management Consulting or Investment Banking is a must have + Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times + Experience engaging with C-level executives and complex internal stakeholder groups + Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space + Strong program management and communication skills + Presentation skills including public speaking, meeting facilitation, and whiteboarding + Bacheloru2019s degree; Masteru2019s degree in business administration is a plus + Ability to accommodate limited business travel + Fluency in Spanish or Portuguese is a plus The salary range for this position is $216,990.00 - $358,000.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. 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 Hatu2019s 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 worldu2019s 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 u25cf Comprehensive medical, dental, and vision coverage u25cf Flexible Spending Account - healthcare and dependent care u25cf Health Savings Account - high deductible medical plan u25cf Retirement 401(k) with employer match u25cf Paid time off and holidays u25cf Paid parental leave plans for all new parents u25cf Leave benefits including disability, paid family medical leave, and paid military leave u25cf 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. Inclusion at Red Hat Red Hatu2019s 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. 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. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email . General inquiries, such as those regarding the status of a job application, will not receive a reply.

Created: 2026-01-30