The Red Hat Business Architecture & Offering Strategy team is seeking a Principal Transaction Architect to join Red Hat's Global Transaction Architecture team. The Transaction Architecture team, within Red Hat’s Corporate Development & Strategy organization, is responsible for the architecture, facilitation, and oversight of financial and commercial contracting for strategic and complex transactions globally. In this role, you will serve as complex transaction response manager for Sales, working alongside the Products & Global Engineering and Finance teams on Red Hat business models, subscription offerings, and strategic deal structuring. You will be responsible for developing strategic opportunities from designing buying proposals to understanding and articulating the value the proposal provides the customer. We'll need you to have excellent insight into what is happening in the industry through constant research on business models, our products, customers, partners, and competitors, as well as a passion for open source technology.
What you will do:
- Manage complex transactional and risk mitigation models alongside Finance, Sales Operations and BU Finance teams.
- Facilitate and deliver contract & business models, risk mitigation strategies, and subscription offerings solutions to strategic Enterprise Sales teams in collaboration with Finance and Product & Global Engineering.
- Directs high-level individual contributors and via collaborative approach cross-functional teams, projects, and matrices.
- Collaborate with internal stakeholders to formulate & advise on required strategic value propositions, pricing constructs, offering programs, and contracts to align with Red Hat’s corporate goals and product line requirements.
- Work with subject matter experts, product line owners, and the Sales and Operations teams to define requirements for effective business model implementation.
- Collaborate with product line owners, field sales leadership, and Operations (Legal and Finance) to ensure proper implementation of contracts and business models.
- Review customer contractual documents, including subscription services obligation terms and conditions, and spot contractual red flags and exposures.
What you will bring:
- 10+ years of deal management, complex transaction negotiation, product pricing, and/or transactional financial modeling experience
- Extensive experience in enterprise software or service provider industry
- Bachelor’s degree in finance, business, economics, or a related area; master's degree preferred.
- Exceptional communication and negotiation abilities.
- Experience in designing and interpreting complex financial models.
- Knowledge of open source technology, enterprise and cloud infrastructures, middleware, storage and systems management, support and content delivery, and entitlement models
- Understanding of pricing and discount frameworks, consumption vs. capacity, and IaaS, PaaS, and SaaS business models
- Familiarity with business management areas critical to customers and Red Hat including financial metrics, purchase orders, revenue recognition rules, and regulations and licensing constructs
- Track record of success in a fast-paced technical environment
- Excellent written, verbal, and presentation communication skills
- Experience working in an influence-driven, cross-functional environment
- Willingness and availability to travel, including to customers on a per need basis
