Partner Sales Account Manager

About the role

Our Global Ecosystem Sales team is looking for a Partner Sales Account Manager to join us in Raleigh, Boston, or Tyson’s Corner. In this role, you will guide executive interactions, sales development and g-to-market alignment with your partners. You will need to build partnership plans which enable partner success through the development of a get-to-market and go-to-market plan. In this role, you will also need to work closely with the solution architect team to develop sustainable partner solution offerings with Red Hat technology that scale from infrastructure through cloud applications and services. The role requires a working knowledge of the SaaS business models and positioning the value of subscription services with the key partners. This individual will also be required to carry a consistent cadence with the Red Hat regions and create visibility within RH and with the partners on the partnership opportunities.

What you will do

• Develop and carry out global system integrator (GSI) alliance strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offerings

• Build and maintain executive relationships with leaders of key GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs)

• Work with the Global SI Alliance team to understand and support the overall strategy and goals

• Represent Red Hat and the GSI alliances as a spokesperson subject matter expert and presenter at internal and external events

• Serve as an escalation point to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses

• Obtain critical consensus for Red Hat by positioning, educating, and marketing Red Hat's value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offerings

• Lead the development and communication of the partnership performance analysis (financial performance, key metrics, and related insight)

• Work closely with in-country sales teams to guide collaboration and engagements with global SI teams

• Persuade partners to commit to joint ideas by adopting Red Hat products or building them into repeatable solutions

• Facilitate partner enablement on Red Hat products and their use in joint solutions

• Coordinate training and enablement plans for partner service delivery teams, ensure sufficient technical enablement to deliver Red Hat products successfully

• Catalyze Incremental Red Hat sales through go-to-market efforts and execution of joint commercial success

• Delivery on six key outcomes which contribute to the success metrics of this role: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, and increased commitment and impact from partner

What you will bring

• 8+ years of experience in alliances, business development and sales, and product management

• Proven record of guiding virtual teams and delivering results

• Previous experience working with teams spread across multiple geographies and multiple business functions.

• Knowledge of Red Hat, Open Source, Linux, Middleware, and cloud or other software technologies (Red Hat OpenStack Platform, KVM, containers, Docker, cloud networking, etc.)

• Excellent written and verbal communication skills to improve collaboration across countries and between global stakeholders

• Good planning and analytical skills with a proven ability to apply these skills to complex situations with conflicting priorities

• Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations

• Masters degree in Business Administration or Engineering is preferred

The salary range for this position is $182,240.00 - $300,720.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

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 have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Benefits
● Comprehensive medical, dental, and vision coverage
● Flexible Spending Account - healthcare and dependent care
● Health Savings Account - high deductible medical plan
● Retirement 401(k) with employer match
● Paid time off and holidays
● Paid parental leave plans for all new parents
● Leave benefits including disability, paid family medical leave, and paid military leave
● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

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)
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.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected]. General inquiries, such as those regarding the status of a job application, will not receive a reply.