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Principal Transaction Architect

6 months ago

Sydney, Australia Red Hat Asia-Pacific PTE LTD Full time

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

About Red Hat
is the world’s leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Diversity, Equity & 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 diverse 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 of diversity 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.


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