Drive Red Hat’s revenue and customer value by connecting aligned partners with the right capabilities to solve customers' needs to sales opportunities, through joint account planning, lead sharing, and marketing/demand-generation activities
Attain territory quota by driving partner deal progression for account expansion (upsell/cross-sell).
Develop joint account plans with Partner Account Managers and partners to drive customer demand and consumption; identify whitespace/acquisition targets and expanding existing accounts to new use cases and workloads
Deliver and integrate partner expertise into sales cycle activities to facilitate solution selling; identify and integrate partners into account/territory plans
Interlock with the Red Hat Ecosystem team to identify partner capability / capacity gaps in account base
Work with Partner Account Managers to identify key sales counterparts at partners
Collaborate with Red Hat and partner marketing for demand-gen within territory.
Work with Customer Success, renewals, and partners to ensure customer “time to value” and renewal
Advocate within Red Hat organization to include partners in opportunities and drive client value
Liaise with Partner Account Managers to drive pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat resources or programs

Excellent leadership & communication skills, with ability to engage a diverse set of stakeholders in a matrix organization
Strong understanding of customers within assigned territory, including customers' business, industry trends, competitive landscape, and Red Hat differentiators/ value proposition
Strong understanding of partner ecosystem and how to sell together with channel partners
Software-savvy professional with a high-level understanding of technology and a passion for staying ahead of industry trends.
Ability to articulate the value of Red Hat solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner sales counterparts
Ability to cultivate long-term relationships and develop advocates across client and partner organizations
Strategic orientation and value engineering skills to position and sell solutions to client needs with and through partners
Excellent English and German language skills

Territory Sales Executive

Key skills