Partner Sales Account Manager

3 weeks ago

Clifton Virginia, United States Red Hat Software Full time
About the job:
The Red Hat Sales team is looking for a Senior Distribution Partner Account Manager to join us in Milan or Rome, Italy. In this role, you will be a part of the Partner and Alliances team. You will manage existing distributors and focus on revenue growth and business alignment with our distributors and partners. Working with the complexities of a two-tier distribution model, you'll ensure that our distribution partners are maximizing our partner programs and business development funding. We'll need you to assist distributors so they can sell and support the entire Red Hat stack of solutions to existing partners and help onboard new ones. As a Senior Distribution Account Manager, you will also develop and implement Red Hat product enablement and training and ensure that distributors are operationally efficient to support our partner base. In addition you will cover the small and medium-sized business (SMB) segment with the SMB Sales team and manage customer business opportunities with the help of both distributors and accredited resellers.

What you will do:
Manage distribution partners; develop and fulfill business plans to align with expected revenue growth

Help gain traction across existing and new partners for Red Hat's stack of solutions

Own and manage quarterly key performance indicators (KPIs), rebates, and business development funds

Own and manage business forecasting and consolidation

Coordinate and collaborate on maintaining a high retention of subscription renewals in the territory; work across the Project and Accounting (P&A) and Sales teams

Engage Subscription Education and Awareness Program (SEAP) with the Third Party Renewals team

Develop and implement sales and technical enablement, training, SEAP, and partner and sales programs; use current programs and tools to manage alignment of business goals

Manage distributor focus to identify and recruit new partners; expand Red Hat base with emerging technologies for existing partners

Work with Global Finance, Operations, and Legal teams to improve distributors' operational efficiency; define and carry out global programs, alignment, common processes, and best practices

What you will bring:
5+ years of experience managing distributors for a vendor; good understanding of the complexities of managing a two-tier distribution model

Experience in building strategic relationships, growing revenue, and aligning goals with distributors and partners

Background in developing and fulfilling business plans; experience with using a programmatic approach to managing multiple channels, large distributors, telesales, and a sales and technical staff of around 250 sales associates

Good problem solver; ability to handle ambiguity or occasional channel conflict

Aptitude to manage the financial responsibilities of quarterly business KPIs, rebates, business development funds, and other programs

Good negotiation skills; ability to spot good sales opportunities

Successful indirect sales experience selling complex software solutions

Experience in a minimum of one of the pillars of Red Hat software: infrastructure like operating systems, storage, or management solutions, cloud, middleware like Platform-as-a-Service (PaaS), and mobile platforms

Exceptional written and verbal Italian and English communication and presentation skills

Ability to work as part of a dynamic, flexible team

Solid understanding of open source and cloud service provider models in distribution is a plus

Direct sales experience is a plus

#LI-NG1

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