Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing technologies. The Partner Sales Account Manager will develop and implement strategies to grow revenue through AWS partnerships, focusing on joint initiatives and go-to-market programs.
Responsibilities:
- Create and communicate a global strategy to each of the geos and work collaboratively to address regional business opportunities and challenges
- Build and carry out joint global programs with clear goals, objectives, metrics, and governance
- Promote bookings growth aligned with and in support of the growth plans of Red Hat’s business teams and regions
- Develop and carry out joint strategies with the partners to grow our AWS sell-through business
- Guide partner investments in Red Hat’s technologies, solutions, skills, marketing, and go-to-market programs
- Effectively manage market development funds (MDF) to achieve pipeline generating results
- Develop joint scalable partner solutions / offerings that address marketplace changes
- Develop and implement joint marketing and go-to-market programs with the partners to guide pipeline and sales
- Coordinate with other Red Hat alliance leaders and partners to facilitate 3-way partnering
- Support the field sales team in achieving its goals with the partners on a global basis
- Establish and maintain regular communication cadence with the stakeholder constituents
Requirements:
- Bachelor's degree+
- 10+ years of experience working in alliances sales, business development, or channel management
- Experience across multiple partner routes to market, including direct sales, distribution, cloud consoles and cloud marketplaces
- Demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives
- Proven leader with a record of guiding global, virtual teams and delivering short and long term results
- Relationship-focused with a solid executive presence and proven ability to build credibility with partner and internal executives
- Ability to thrive in a dynamic, changing environment and make personal connections with technically-oriented people as well as C-level audiences
- Good planning and analytical skills; proven ability to apply these skills to complex situations with competing priorities
- Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations
- Highly collaborative work style with proven ability to gather consensus and take decisive and timely action
- Knowledge of cloud consumption business (ie: AWS, Azure, GCP, OCI)
- Experience conducting business in U.S. and overseas, including Europe, the Asia Pacific (APAC) region, and Latin America, is a plus
- Knowledge of Red Hat, open source, Linux, middleware, containers, and virtualization is a plus