Red Hat ANZ Deal Manager in North Sydney, Australia
At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.
Serve as a key business partner and trusted advisor. The Red Hat Asia Pacific (APAC) Deal Desk team is looking for an ANZ Deal Manager to join us in Sydney, Australia. In this role, you will lead the business review of all critical components of large enterprise and strategic deals, including commercial terms negotiations, deal structuring, and coordination and management of pricing approvals. You’ll guide early customer engagement, model large transactions, support key strategic deals to closure, and work with various teams to construct efficient and effective processes allowing these businesses to scale. As an ANZ Deal Manager, you will also be focused on sharing best practices to promote optimized financial outcomes for Red Hat for both the quarterly and annual fiscal cycles.
Primary job responsibilities
Interact closely within your team and cross-functionally with Sales Operations, Global Professional Services, Global Support, Global Learning Services (GLS), Product Management, Product Marketing Licensing, Order Management (OM), and Finance teams to support approvals for large deals, quarter close activities, compliance processes, and reporting
Manage fast-paced, time sensitive projects and facilitate deal structuring of non-standard and complex deals while aligning with corporate policies, programs, and systems
Regulate discount compliance, manage deal approval escalation across all key deals, and participate in complex contract negotiations
Support the Sales team, which includes covering business practices and guidelines, supporting requests for proposal (RFP) and requests for information (RFI), and performing complex vendor registrations
Work with the APAC Deal Desk lead in providing commercial value-add advice in terms of interpretation and analysis of management information
Produce ad-hoc reports and analyses (e.g., pricing and discount analysis) for various business purposes as required
5+ years of progressively more responsible analytical experience; experience with the IT environment and familiarity with enterprise license agreements is a plus
Bachelor’s degree in business, finance, accounting, or related field; public accounting firm, Certified Public Accountant (CPA), or revenue accounting group experience is a plus
Expertise in complex software; financial modelling skills and advanced Excel skills
Excellent written and verbal communication and presentation skills; proven negotiation, analysis, critical thinking, problem-solving, crisis management, and leadership skills
Ability to identify and analyze problems using sound judgement and creativity in to determine the right solutions that will effectively resolve issues
Detailed-oriented and motivated; ability to build and maintain solid relationships with various internal customers across a large, globally diverse organization
Familiarity with operations, order processing, fulfilment, revenue recognition, legal contracts, purchase orders, and license agreements; experience with Salesforce.com (SFDC) and Oracle is a plus
Well-developed organizational skills to manage multiple projects and priorities; ability to establish goals and action plans, set realistic timetables, and monitor progress toward completion in a fast-paced environment
Revenue recognition experience with ASC 606 is a plus
Mandarin, Cantonese, or Japanese language skills are a plus
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Job ID 62833