Job Summary

The Global Red Hat Partner Ecosystem team is looking for a Partner Sales Account Manager to join us in Germany, Switzerland, Netherlands, France or Czech Republic in one of our local offices.

The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products, or sell their solutions to end customers.

In this role, you will develop and manage the go-to-market with the key SAP ecosystem partners globallly.You will work to help the partners and Red Hat achieve joint commercial success. You will own or oversee: building a portfolio of collaboration opportunities with the partners, persuading partners to adopt Red Hat technologies and build them into repeatable solutions, enabling partners to build with and sell our products, developing joint business and go-to-market plans, and helping partners to jointly go-to-market alongside Red Hat field sales.

What you will do

• Develop and manage a long-term strategic relationship with key SAP Ecosystem partners 

• Conduct quarterly and annual business reviews with the partners, promote executive engagement on an ongoing basis

• Establish and track joint strategy, business goals, plans, and key performance indicators (KPIs) using the CHAMP Methodology

• Facilitate escalation & resolution of partner’s problems or blockers within Red Hat

• Build, manage, and grow a portfolio of collaboration opportunities with the partners

• Forecast and manage the partners impact on Red Hat Revenue, both sell-through and sell with

• Deeply understand both Red Hat’s product portfolio and your partners’ businesses to identify potential areas of collaboration

• Activate critical stakeholders across Red Hat and the partners to develop potential opportunities into viable business ideas

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

• Develop a business & value case for the partner to pursue a new joint solution in collaboration with Red Hat

• Work with Red Hat teams to demonstrate the value of our products & show how they can be integrated into partner solutions

• Identify key partner decision makers and marshal efforts to win their buy-in

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

• Ensure the partners have sales and technical capability to successfully sell and promote Red Hat offerings

• Support the partners in building or integrating Red Hat products into their solutions, working with both Partner and Red Hat Development/Engineering teams

• Coordinate training and enablement plans for the partners 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

• Develop joint GTM plans with the partners for Red Hat offerings and joint solutions

• Set strategies for increasing Red Hat’s presence in the partner’s customer accounts

• Facilitate bi-directional lead pass and coordinate introductions between the partners and Red Hat customer account teams

• Maximize the ROI and use of Red Hat resources and investment for joint success

• Delivery on key outcomes which contribute to the success metrics of this role

What you will bring

• 10+ years Ecosystem and Partner sales management experience with global and industry-leading partners

• Proven existing network within Global and local system integrators and hyperscalers 

• Ability to grow global and regional partners in a multi-product company

• Experience ensuring results through business partners and the ability to inspire the partners executive trust in Red Hat

• Demonstrated experience in driving technology sales and solution adoption with partners, including ISVs, System Integrators and Cloud Partners.

• Strength in conflict management

• Working well in heavily matrixed environments

• Entrepreneurial spirit

• Ability to translate partner business needs into joint solutions and manage those initiatives

• Willingness to travel across the regions as per business needs

• Excellent communication skills in English.

• Willingness to travel local and globally 40 -45%

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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.

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