Job Summary:

Red Hat is excited to identify and welcome a Senior Director, Partner Ecosystem Success LATAM. This is a critical role as part of Red Hat’s Ecosystem organization, a team that drives our strategic engagement with the partner ecosystem globally and leads industry relationships between Red Hat and partners.

The team is essential in helping partners drive business growth with Red Hat technology, engage with other Red Hat partners and together with Red Hat, deliver customer value. In order to accelerate the value for our Ecosystem partners in Latin America, Red Hat is looking for a Senior Director, Partner Ecosystem Success  LATAM, located in Brazil, one of Red Hat’s major markets. This leader will report to the VP, Partner Ecosystem Success Americas, with dual line reporting to the VP, LATAM General Manager.

In this role, you will have the opportunity and responsibility to  define, communicate and execute LATAM Partner Ecosystem strategy, programs, and initiatives collaboratively with the LATAM sales organization and aligned to the global ecosystem strategy.

Responsibilities:

• Contribute to the creation of a regional ecosystem go-to-market strategy, and be responsible for operationalizing and implementing that strategy in LATAM, in alignment with the global ecosystem strategy and programs

• Be a key contributor to Red Hat’s LATAM Sales Leadership team, providing input and strategies to drive collaborations across all of the LATAM teams to deliver maximum business results

•  Collaborate with the region and country sales leadership to create go-to-market plans that align across Red Hat sales, ecosystem and  other functions while ensuring Red Hat skills are best organized and deployed to drive results

• Be a contributor to Red Hat’s Global Partner Ecosystem Success Team, and bring in the expertise and understanding of geo-specific requirements 

• Work in close collaboration with global function leadership and their regional peers (Marketing, Services, Geo Segment Sales leaders) to drive aligned go-to-market plans

• Deliver on the Ecosystem bookings and revenue goals in alignment with global and geo-specific go-to-market plan

• Accurately forecast business, and take the necessary actions to achieve results

• Drive the growth and maturity of our Geo Partner network across all segments (commercial, enterprise and Telco) in line with the business needs

• Educate Red Hat and internal strategic stakeholders on our partners’ capabilities and on the best ways to work with the ecosystem, while educating our partners on Red Hat’ś strategy, offers, and practices

• Foster a highly collaborative environment between LATAM regional ecosystem partners, global partners operating in LATAM, and Red Hat while serving as the liaison and ambassador for our Ecosystem partners inside Red Hat

• Coach, develop, and enable a team of Partner Account Managers and other functions across the Geo

• Develop, motivate, and lead an organization that operates with confidence and understanding of the Red Hat’s strategy and the market to move decisively and take advantage of emerging opportunities

• Attract, develop, and retain the best possible team and ensure that they operate and exemplify Red Hat’s culture

• Help your team enable and empower the partner community to successfully build, sel, service l and deliver Red Hat technology to end users

• Collaborate actively with peers on the leadership team to drive Red Hat’s performance and excellence

Requirements:

• Excellent market experience including a strong understanding of the partner ecosystem market in LATAM, competitor strategies & programs, sales cycles, and selling techniques

• Experience in  partner management and regional team leadership within a global, matrixed software organization or similar industry

• Proven record of helping develop successful partner collaboration, business growth and go-to-market strategies

• Partner experience with regional and global entities and an understanding of the different channel partner types, including global diversity

• Solid understanding of how software is used to solve business problems and how cloud technologies are shifting the IT landscape, as well as an understanding of Open-Source and its principles

• Understanding of how to enable partners to expand from a  single-product focus to a multi-product and solution-selling approach

• Demonstrated ability to plan and set priorities and identify and resolve problems to produce measurable results

• Insightful understanding of primary business drivers for joint customers of Red Hat and  Ecosystem partners

• Ability to promote strategy and influence change, while at the same time being the hands-on person to 'make things happen'

• Ability to create strategies using new and innovative ideas that meet Red Hat’s unique needs (instead of standard boilerplate deliverables from previous employers)

• Demonstrated knowledge of channel development, management, strategy, and execution

• Strong stakeholder engagement and management experience within a dual-line reporting organization structure

• Impactful and purposeful leadership skills, ambassador and role model of Red Hat’s unique culture

• Outstanding communication skills to and with teams and the ability to communicate with C-suite leadership internally at Red Hat and externally at partners

• Bachelor’s degree is required; MBA or postgraduate degree is a plus

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.

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