Ecosystem Partner Account Manager - Hyperscalers and ISVs

Job Summary

The Red Hat Sales team is looking for a Strategic Partner Executive to manage Hyperscalers and ISV to join us. In this role, you will share a vision with hyperscaler and ISV ecosystem partners for Red Hat’s multi-product solutions, positioning Red Hat as a thought leader, and spreading awareness of our emerging technologies on the hyperscaler platforms or as a certified cloud service provider (CCSP). You'll work closely with the Red Hat regional sales leadership and the regional CCSP and ISV teams to develop cloud partner / ISV plans, and engage with Red Hat sales representatives in joint pursuit of newly identified opportunities. When a strategic opportunity requires extra attention, you'll work with partner alliance managers and solutions architects to provide additional support. 

Primary Job Responsibilities

• Ensure that Red Hat's solutions are sold with and through said CCSP partners by incorporating our technology into partner sales and marketing motions 

• Work with sales teams to support joint sales engagement and assist them in closing opportunities 

• Help with sales queries and manage the end-to-end process for lead tracking, working with the regional sales managers and sales and global leadership teams; provide weekly management of forecasts and sales activity 

• Meet partner satisfaction goals - Work with partners and broader partner ecosystem to target opportunities and segments in the market; develop plans to engage these opportunities 

• Guide general country managers, sales managers, and alliance managers on how to maximize incremental impact from the listed partnerships 

• Manage a set list of ISVs to guide and accelerate platform adoption across your assigned region and to achieve adoption, renewal, and growth targets 

• Identify and recruit new ISVs into our ecosystem, surfacing qualified opportunities for certification and certification updates, including securing commitment to certify from partners 

• Create, develop, and maintain a joint influence and co-sell pipeline with the partners, including forecasting, tracking, and reporting on opportunities across your region’s business 

• Promote regional engagement with the field sales and marketing teams to align and grow sales with the partners, as well as create both internal and external references, use cases, and success stories 

Required Skills

• 7+ years of sales experience in the IT industry with a proven record of solutions selling with Hyperscalers (Google, AWS, Microsoft) and ISVs (global and local)

• Ability to manage complex partner relationships on various levels 

• Ability to build connections between people across teams and manage multiple workstreams

• Experience working in the high-tech industry; experience with software or open source fields, large direct and indirect global account business development, and sales 

• Experience with partner or alliance management and working with global cloud providers and managed service providers (MSPs) 

• Understanding of how cloud providers operate internally and how they deliver customer-facing initiatives and campaigns; experience working for or within a cloud provider is a plus 

• Good commercial skills with analytical, presentation, and planning skills 

• Ability to work as part of a team and inspire and manage cross-functional remote teams, including sales, presales, product management, programs, and marketing 

• Demonstrated ability to build and maintain partner and internal executive-level relationships 

• Ability to build and manage account and partner plans 

• Good understanding of the Red Hat CCSP and ISV program  

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.

Diversity, Equity & 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 diverse 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 of diversity that compose our global village.

Equal Opportunity Policy (EEO)
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