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Enterprise Sales Account Manager

2 months ago

Dallas, Texas, United States Red Hat, Inc. Full time

About the Role

The Red Hat Partner Ecosystem team is seeking a highly skilled Partner Account Manager to join our team. As a Partner Account Manager, you will play a critical role in 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.

Key Responsibilities

  • Develop and manage long-term strategic relationships with a set of partners, serving as the primary point of contact for Red Hat.
  • Conduct quarterly and annual business reviews with partners, promoting executive engagement and ensuring alignment with Red Hat's goals.
  • Establish and track joint strategy, business goals, plans, and key performance indicators (KPIs) using the CHAMP Methodology.
  • Facilitate escalation and resolution of partner issues or blockers within Red Hat.
  • Act as the guardian of the rules of engagement in the field, ensuring compliance and consistency.
  • Incentivize partners to create a Red Hat Service Practice and foster long-term relationships.
  • Build, manage, and grow a portfolio of collaboration opportunities with partners.
  • Deeply understand both Red Hat's product portfolio and partner businesses to identify potential areas of collaboration.
  • Activate critical stakeholders across Red Hat and 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 and value case for partners to pursue new joint solutions or lines of business in collaboration with Red Hat.
  • Work with Red Hat teams to demonstrate the value of our products and show how they can be integrated into partner solutions.
  • Identify key partner decision-makers and marshal efforts to win their buy-in.
  • Collaborate with other verticals to help promote their business objectives through the partner ecosystem.
  • Facilitate partner enablement on Red Hat products and their use in joint solutions.
  • Ensure partners have sales and technical capability to successfully sell and promote Red Hat offerings.
  • Support 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 partner service delivery teams, ensuring 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 partners for Red Hat offerings and joint solutions.
  • Set strategies for increasing Red Hat's presence in partners' customer accounts.
  • Facilitate bi-directional lead pass and coordinate introductions between partners and Red Hat customer account teams.
  • Maximize the ROI and use of Red Hat resources and investment for joint success.
  • Deliver on six key outcomes contributing to the success metrics of this role: increased skills and scale of partners, measurable incremental pipeline, advocacy and increased mindshare for partners internally and externally, case studies and references, design wins and repeatable solutions, and increased commitment and impact from partners.

Requirements

  • 10+ years of experience in ecosystem and partner sales management.
  • Ability to grow a channel ecosystem in a multi-product company.
  • Experience ensuring results through business partners and inspiring partner executive trust in Red Hat.
  • Demonstrated experience in driving technology sales and solution adoption with 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 region.
  • Excellent communication skills in English.