Red Hat ANZ Deal Manager in North Sydney, Australia

Company Description

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.

Job summary

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

Required skills

  • 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

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, uniformed services, 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.

Job ID 62833

Category Operations