Red Hat Partner Account Manager - UK in Farnborough, United Kingdom

Job description

Company description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

The Red Hat Sales team is looking for a Partner Account Manager to join us in Farnborough, U.K. In this role, you will be responsible for managing strategic partners in the U.K. and you’ll report to the head of the U.K. channel. You’ll manage strategic relationships with our advanced or premier U.K. partners to guide sustainable long-term growth. As a Partner Account Manager, you will achieve this by developing joint business plans and supporting partners throughout the sales cycle by identifying, qualifying, building, managing, and closing business opportunities. Your role will also include training, development, and recruitment of partners.

Primary job responsibilities

  • Take responsibility for managing the strategic relationship with partners within the U.K. channel business

  • Manage forecasts on a quarterly basis and stimulate additional revenue growth through strategic partners

  • Educate the partners on new Red Hat’s offerings and solutions and communicate to them the value of our offerings in comparison to competing market offerings

  • Train partners in Red Hat’s offerings and processes

  • Establish and maintain relationships with Red Hat Sales Managers to ensure close collaboration and alignment

  • Build jointly-agreed-to business plans with the partners and ensure implementation of business plans based on defined metrics

  • Support the implementation of global and European partner programs

  • Define and carry out programs relevant to the entire channel via distributors; this includes training programs for Ready Partners, recruitment programs for resellers, and the renewal program

  • Coordinate efforts with the Partner Marketing team

  • Work with Finance, Operations, and Legal teams to increase efficiency

  • Take responsibility for recruitment and enablement of business partners and solutions providers via distributors to grow revenue through those partners in coordination with the manager and partner programs

  • Take responsibility for hosting via the channel program

  • Work closely with our global teams to define and carry out global programs, alignment, common processes, and best practices

  • Own and meet a U.K. distributor quota; forecast and measure channel success regularly based on defined metrics

Required skills

  • 3-6 years of sales experience working with partners and distributors

  • Experience building strategic relationships and growing the business with partners

  • Successful direct and or indirect sales experience related to software solutions

  • Understanding of open source-related sales cycle and Linux infrastructures

  • Exceptional written and verbal communication, presentation, and follow-up skills

  • Negotiation skills and the ability to guide and close sales opportunities; experience with solutions selling methodologies

  • Ability to work as part of a team while demonstrating flexibility, ability to work without direct supervision, and initiative

  • Fluent language skills in English

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Job ID 58832

Department Alliance or Partner Sales

Location GB-Farnborough

Posting date 9/5/2017

Remote base ..