Partner Sales Account Manager

You'll need to have a good understanding of how best to work with a diverse ecosystem of partners to help shape the use of Red Hat's technologies. This involves serving as an internal advocate and helping forge the collaboration with the Red Hat's territory sales teams and local partner account managers. As a Partner Account Manager, you will build strategic alliances with the ecosystem to jointly offer solutions compelling for the market.

You'll own the strategic plan for said business within SOLA and you'll be responsible for working with the ecosystem leadership teams to implement the plan. This role includes both transactional management and medium-to-long-term business development, so you will also be expected to target and develop new partners as necessary.



What you will do:

• Meet booking targets and work with regional and in-country leadership and alliance teams to support the strategic goals of the plan

• Initiate and create regional and in-country programs (joint marketing, enablement, and sales programs) with target partner accounts

• Ensure that Red Hat's solutions are sold with and through said ecosystem partners by incorporating our technology into partners’ sales and marketing motions

• Coordinate with the worldwide Business and Global Business Development teams to ensure that SOLA partner and market requirements are incorporated into the global go-to-market strategy as and when necessary

• Grow and strengthen executive relationships with Tier 2 global cloud providers through quarterly business reviews (QBRs), executive planning engagements, and by developing personal relationships with senior executives

• Work with sales teams to support joint sales engagement and assist them in closing opportunities

• Help with sales queries and manage the end-to-end process for lead tracking, working with the regional sales managers and sales and global leadership teams; provide weekly management of forecasts and sales activity

• Meet partner satisfaction goals

• Work with partners and broader partner ecosystem to target competitive opportunities and segments in the market; develop plans to engage these opportunities

• Guide general country managers, sales managers, and alliance managers on how to maximize incremental impact from the listed partnerships

• Work as part of a matrixed sales organization to help manage opportunities from nurturing to closure efficiently and within the business guidelines and forecasted expectations

What you will bring:

• Ability to manage complex partner relationships on various levels

• Ability to build connections between people across teams and manage multiple workstreams

• Experience working in the high-tech industry; software or open source fields, large direct and indirect global account business development, and sales

• Experience with partner or alliance management and working with global cloud providers and managed service providers (MSPs)

• Understanding of how cloud providers operate internally and how they deliver customer-facing initiatives and campaigns; experience working for or within a cloud provider a plus

• Ability to get things done through inspiration and persuasion

• Good commercial skills with analytical, presentation, and planning skills

• Sales and marketing leadership skills

• Ability to create and articulate strategies and translate them into measurable objectives and plans

• Solid team player with the ability to inspire and manage cross-functional virtual teams, including sales, presales, product management, programs, and marketing

• Demonstrated ability to build and maintain both partner and internal executive-level relationships

• Ability to build and manage account and partner plans

• Excellent written and verbal communication skills

• Motivated with initiative; good at building and maintaining relationships