Partner Sales Executive at Red Hat (Remote)

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About the job
The Red Hat Public Sector Sales team is looking for a Partner Sales Executive to support our markets. In this role, you will develop, grow, and maintain relationships within accounts in order to expand the Red Hat footprint. You will work with a setlist of customers within a defined territory. You will serve as the leader and CEO of your territory. You'll manage internal sales and technical associates to help sell software and consulting and training services. As a top account representative, you'll need to be able to understand the importance of working with, but not relying on channel partners and other strategic vendors. You'll work closely with solutions architects. The better you cooperate, the more successful the team will be. In addition, you'll need to be comfortable working with CIOs, directors, managers, and system administrators across multiple teams and organizations. Successful applicants must reside in a state where Red Hat is registered to do business.
What you will do
  • Increase Red Hat's revenue and customer value by connecting the right partners with the right customers to solve customer needs through solutions selling; use joint account planning, lead sharing, marketing, and demand generation activities to create new opportunities
  • Attain pod quota for new acquisitions, expansion, and renewals by forecasting and guiding partner deal pipeline progression, deal status, and performance
  • Develop joint account plans with partner account managers and partners to grow customer demand and consumption; identify whitespace targets and expand business within existing accounts by identifying new use cases and workloads
  • Deliver and integrate partner expertise into sales cycle activities to facilitate solutions selling; identify and integrate partners into account and territory plans
  • Connect with the Red Hat Ecosystem team to identify partner capability and capacity gaps in your assigned account base
  • Work with partner account managers to identify key sales counterparts at partner organizations
  • Collaborate with Red Hat and partner marketing for demand generation within your pod
  • Work with customer success, renewals, and partners to ensure customer time-to-value and renewal
  • Advocate within Red Hat to include partners in opportunities and grow customer value
  • Coordinate with partner account managers to increase pipeline velocity and alleviate friction points, highlighting needs to connect partners with Red Hat's resources or programs

What you will bring
  • Excellent leadership and communication skills; ability to engage a diverse set of stakeholders in a matrixed organization
  • Solid understanding of customers within assigned territory, including customer business, industry trends, competitive landscape, and Red Hat's differentiators and value proposition
  • Good understanding of the partner ecosystem and how to sell together with channel partners
  • Ability to articulate the value of Red Hat's solutions, Red Hat's differentiation, and the Red Hat opportunity to partner sales counterparts
  • Ability to cultivate long-term relationships and develop advocates across customer and partner organizations
  • Strategic orientation and value engineering skills to position and sell solutions to meet customer needs with and through partners

About Red Hat
Red Hat is the world's leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.
  • 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.
More Information on Red Hat
Red Hat operates in the Cloud industry. The company is located in Raleigh, NC. Red Hat was founded in 1993. It has 20000 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 147 open jobs at Red Hat, click here.
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