Red Hat Alliance Partnership Account Manager in Farnborough, United Kingdom

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

Help develop new revenue opportunities and guide the adoption of Red hat’s technologies. The Red Hat Europe, the Middle East and Africa (EMEA) Global System Integrator (GSI) team is looking for an Alliance Partnership Account Manager to join us in Farnborough, U.K. In this role, you will be actively involved in managing partnerships and wishes to develop their career further in this area. You’ll have the opportunity to work with a highly experienced team of business development managers and a number (4-6) of GSIs covering the EMEA region, working as part of the global team to help carry out strategic EMEA initiatives and business development revenue growth expectations. As an Alliance Partnership Account Manager, you will serve as the primary point of contact in EMEA. You’ll need to have good understanding of how best to work with these partners to help impact the use of Red Hat’s technologies, serving as an internal advocate and helping forge the collaboration with the Red Hat’s sales teams and local partner account managers. YoU’ll be responsible for hunting and farming new revenue opportunities on a sell-to, sell-through, and sell-with basis across the Red Hat’s entire portfolio, consulting, and training.

Primary job responsibilities

  • Manage revenue growth and opportunities in collaboration with Red Hat’s sales teams and local partner account managers in the assigned global system Integrations

  • Help shape partner adoption of Red Hat’s technologies in their customers and as part of the overall go-to-market plans

  • Help guide the FY19 EMEA and Global Strategy and plans for GSI partnerships; be responsible for their implementation in EMEA

  • Help with sales queries and process leads in accordance with Red Hat's sales governance; provide weekly management of forecasts and sales activity; track customer and contact data using customer relationship management (CRM) tools like Salesforce.com (SDFC)

  • 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

  • Meet and exceed assigned sales quotas

  • Coordinate and run demand generation campaigns, programs,and& marketing in your partnerships

  • Coordinate and regulate the cadence with EMEA and global teams

  • Send proposals and quotes of specific solutions to gain new customers and upsell and cross-sell into existing accounts; be responsible for all administration activities within your partner base

  • Keep an up-to-date knowledge of the industry, good understanding of the business benefits of the Red Hat portfolio, and Red Hat's competitive position within the industry

Required skills

  • 5+ years of experience working in the high-tech industry; software or open source fields are a plus

  • 3+ years of large direct and indirect global account business development and sales experience

  • 3+ years of experience in partner or alliance management; currently working with GSIs or equivalent larger global partnerships is a plus

  • 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

  • Work with Indian-based GSIs is a big plus

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 62747

Category Field Sales