Kathryn M. W. Harold

Experience

1. Manager - Global Business Value Practice

   Red Hat

   Mar 2022 — Present

   Collaboratively define the vision of customer value across the entire Red Hat customer life cycle and the value community Build and deliver strategies to establish a comprehensive value community partnering with internal teams, e.g. business development (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. Directly engage with customer’s executive teams, helping articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate sales cycles Develop C-level account strategies, ROI justifications, deal structures, commercial proposals, and value realization analysis Serve as a key point of contact for 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 expertise, e.g, best practices, white papers, workshops, etc, for pipeline building Act as a trusted advisor to regional Sales Management by providing guidance on account strategies and helping prioritize sales pursuits Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis