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Strategic Partner Sales 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 Strategic Partner Sales Manager to join our team. As a key member of our team, you will be responsible for developing and managing long-term strategic relationships with a set of partners. Your primary goal will be to help the partner and Red Hat achieve joint commercial success.

Key Responsibilities
  • Develop and Manage Strategic Partnerships: Build and maintain strong relationships with key partners, identifying opportunities for growth and collaboration.
  • Conduct Quarterly Business Reviews: Meet with partners on a regular basis to discuss business goals, strategies, and progress.
  • Establish Joint Business Goals and Plans: Work with partners to develop and implement joint business plans, aligning with Red Hat's overall business objectives.
  • Facilitate Escalation and Resolution of Partner Issues: Serve as a liaison between partners and Red Hat, resolving any issues or concerns that may arise.
  • Guardian of Rules of Engagement: Ensure that partners are aware of and adhere to Red Hat's rules of engagement.
  • Incentivize Partners to Create RH Service Practice: Encourage partners to develop a Red Hat Service Practice, creating a long-term relationship.
  • Build and Manage Collaboration Opportunities: Develop and manage a portfolio of collaboration opportunities with partners.
  • Deep Understanding of Red Hat Products and Partner Businesses: Develop a deep understanding of Red Hat's product portfolio and partner businesses to identify potential areas of collaboration.
  • Activate Critical Stakeholders: Activate critical stakeholders across Red Hat and partners to develop potential opportunities into viable business ideas.
  • Persuade Partners to Adopt Red Hat Products: Persuade partners to adopt Red Hat products or build them into repeatable solutions.
  • Develop Business and Value Cases: Develop business and value cases for partners to pursue new joint solutions or lines of business in collaboration with Red Hat.
  • Work with Red Hat Teams: Collaborate with Red Hat teams to demonstrate the value of our products and show how they can be integrated into partner solutions.
  • Identify Key Decision Makers: Identify key partner decision makers and marshal efforts to win their buy-in.
  • Collaborate with Other Verticals: Collaborate with other verticals to help promote their business objectives through the partner ecosystem.
  • Facilitate Partner Enablement: Facilitate partner enablement on Red Hat products and their use in joint solutions.
  • Ensure Partner Sales and Technical Capability: Ensure that partners have the sales and technical capability to successfully sell and promote Red Hat offerings.
  • Support Partner in Building or Integrating Red Hat Products: 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: 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: Catalyze incremental Red Hat sales through go-to-market efforts and execution of joint commercial success.
  • Develop Joint GTM Plans: Develop joint go-to-market plans with partners for Red Hat offerings and joint solutions.
  • Set Strategies for Increasing Red Hat Presence: Set strategies for increasing Red Hat's presence in partner customer accounts.
  • Facilitate Bi-Directional Lead Pass: Facilitate bi-directional lead pass and coordinate introductions between partners and Red Hat customer account teams.
  • Maximize ROI and Use of Red Hat Resources: Maximize the ROI and use of Red Hat resources and investment for joint success.
  • Deliver on Six Key Outcomes: Deliver on six key outcomes that contribute to the success metrics of this role: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, increased commitment and impact from partner.
Requirements
  • 10+ Years Ecosystem and Partner Sales Management Experience: Proven experience in managing ecosystem and partner sales, with a strong track record of success.
  • Ability to Grow Channel Ecosystem: Ability to grow a channel ecosystem in a multi-product company.
  • Experience Ensuring Results through Business Partners: Experience ensuring results through business partners, with the ability to inspire partner executive trust in Red Hat.
  • Demonstrated Experience in Driving Technology Sales: Demonstrated experience in driving technology sales and solution adoption with partners.
  • Strength in Conflict Management: Strength in conflict management, with the ability to navigate complex partner relationships.
  • Working Well in Heavily Matrixed Environments: Ability to work well in heavily matrixed environments, with a strong understanding of Red Hat's organizational structure.
  • Entrepreneurial Spirit: Entrepreneurial spirit, with a willingness to take calculated risks and drive innovation.
  • Ability to Translate Partner Business Needs: Ability to translate partner business needs into joint solutions and manage those initiatives.
  • Willingness to Travel: Willingness to travel across the region, with a strong ability to work in a fast-paced environment.
  • Excellent Communication Skills: Excellent communication skills in English, with the ability to articulate complex ideas and strategies.