Job Summary:

In this role you'll be the key liaison in your territory, promoting sales, ensuring customer satisfaction and managing partner engagement to identify, develop and accelerate high impact business opportunities, strategically leveraging the capabilities of our partner ecosystem.  You will develop and maintain relationships with Red Hat’s internal Ecosystem team, our partners, regional and global system integrators (SIs), independent software vendors (ISVs), cloud providers, resellers, and OEM partners, serving as the subject matter expert to expand and accelerate the adoption of Red Hat’s solutions, ensuring customer satisfaction and driving significant territory growth.

Primary Job Responsibilities:

• Accelerate territory/POD business, serving as the trusted partner advisor for Red Hat, collaborating directly with account teams to identify customer needs, whitespace opportunities and account expansion areas where partner capabilities, skills and strategic alignment drive faster time-to-value and increase deal size.

• Achieve territory/POD quota for new acquisitions, expansions and renewals by strategically integrating partners into account and opportunity plans, helping progress the joint deal pipeline.

• Develop joint account strategies and plans with Red Hat account owners and their respective teams at our partners, to guide customer demand, identify new use cases and integrate partners into account planning and execution.

• With a high degree of accuracy, forecast and drive partner deal pipeline progression, deal status and performance.

• Guide Red Hat’s revenue and customer value by connecting aligned partners with the right capabilities to solve customer needs through lead sharing and demand-generation activities.

• Identify and integrate partners into account and territory plans, assisting in all partner selling motions (to, through and with).

• Apply an industry focus in territories where partner ecosystems are prevalent.

• Liaise with PAMs to guide pipeline velocity, highlighting where partners need to connect to Red Hat’s teams and programs to advance opportunities.

• Partner with Red Hat and partner marketing teams for targeted, territory-specific demand generation and joint account-based marketing (ABM) campaigns.

• Partner with Customer Success and Renewals teams to ensure customer time to value is optimized.

• Advocate within Red Hat to include partners in opportunities that expand customer value and business scope.

• Interlock with the Red Hat Ecosystem team to identify partner capability and capacity gaps in the account base.

Required Skills:

• 8+ years experience in partner sales, enterprise sales, or a related customer facing role with a strong track record of quota attainment and strategic account planning.

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization.

• Solid understanding of customers and key accounts within assigned territory, including customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition. 

• Solid understanding of the partner ecosystem and how to strategically utilize partners to accelerate and expand business opportunities.

• Ability to articulate the value of Red Hat’s solutions, differentiation and the Red Hat opportunity to partner sales counterparts.  

• Ability to cultivate long-term, trusted relationships and develop advocates across customer and partner organizations as well as the Red Hat account teams.. 

• Strategic orientation and value proposition skills to position and sell solutions to address customer needs, with and through partners.

• Experience in mentoring and providing guidance to team members to foster a collaborative and high-performing team environment.

• Ability to resolve complex issues with creative and effective solutions that impact the partner sales function.