Partner Sales Account Manager 4

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