About the Job:
As a Business Development Manager, you will use deep industry experience to oversee the development of strategic market/product line business plans and programs to support sales in designated market segments, identifying volume and strategic customers, and developing lasting and trusted partnerships.
Partner Relationship Management: Serve as the primary point of contact for key partnership stakeholders within ABB Intel, AMD, and NVIDIA in EMEA, managing executive relationships and facilitating cross-functional collaboration (Engineering, Product, Marketing).
Strategic Alignment & GTM Execution: Define and drive the joint go-to-market strategy with all four partners, ensuring Red Hat's product portfolio is aligned with their hardware roadmaps
Technology Portfolio Development: Identify and incubate new joint solution offerings, focusing on areas like AI/ML, cloud-native deployments, and high-performance computingthat leverage the combined strengths of Red Hat OpenShift/RHEL and the partners' accelerated hardware.
Sales Enablement & Revenue Generation: Equip Red Hat's and the partners' sales teams with the necessary training, collateral, and use cases to jointly sell solutions, tracking and reporting on partnership-driven revenue and sales pipeline growth.
Investment & Resource Planning: Advocate for and secure internal Red Hat resources (engineering, marketing funds) needed to support the partnership initiatives, ensuring joint commitments and milestones are met, and managing any market development funds. Also secure and utilise the partners own MDF programs to drive business growth in EMEA"
What you will do:
Manage a process for collecting input about market opportunities from internal and external sources including conducting market research and analysis.
Analyze and share industry trends, dynamics, competitive factors, economic factors, buying dynamics, and ecosystem requirements across the global market with Sales leadership.
Accelerate solution integration efforts: Nurture business relationships with RH customers and partners to enhance strategic value, maximize joint opportunity, drive platform/solution integration efforts and enhance profitable long-term growth.
Define marketing, partner ecosystem, sales, and product requirement for market solutions for delivery as potential revenue scenarios for Red Hat Products.
Align product roadmaps, enhancing platform integration between Red Hat and customers and partners to elevate service delivery to enhance current selling motions and establish the path for future customer pipeline.
Ensure execution excellence: Build the bridge from long-term partnership strategy to execution, ensuring the entire organization has direction, information, resources and support to successfully execute in the field.
Partner with the Sales team and Product Marketing team with relevant marketing initiatives, sales training, events, announcements of our offerings, sales enablement tools and resources, etc. to generate new and upsell pipeline and accelerate sales through direct and indirect routes to market.
Report program and campaign results to Product and Sales leadership and stakeholders
Define and track objective key results for financial performance, execution excellence, customer and partner satisfaction.
What you will bring:
15+ years post-degree business development, product management, solution architect, or product marketing experience
Minimum a Bachelor’s degree; MBA is preferable
Extensive experience analyzing market opportunities across a variety of industries
Deep market analytical skills; ability to conduct both macro and micro level economic analysis of industries and guide business modeling
Ability to think strategically, innovatively and creatively using sound business judgment and quantitative skills.
Software industry experience, especially with virtualized cloud infrastructure and hybrid management solutions, as well as modern application development platforms and middleware
Outstanding presentation skills and the ability to articulate complex concepts to cross-functional audiences.
Proven leadership, problem-solving, project management skills, and strong attention to detail.
Strong analytical and quantitative skills; ability to use hard data and metrics to prove theories and make decisions.
Ability to manage multiple priorities and generate velocity in a dynamic environment; strong proclivity for action.
Willingness to travel up to 35%; domestic and international travel may be required
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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.
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 different 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 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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