Red Hat Global ISV Partner Manager in Kuala Lumpur, Malaysia

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 Global Independent Software Vendor (ISV) Partner Manager to join us in Kuala Lumpur, Malaysia. In this role, you will be a part of the Asia Pacific (APAC) ISV team and manage our Global ISV partners, in particular Cloudera, Dynatrace, and MongoDB, across the APAC region. Regarding these, you’ll also guide executive and sales alignment. We’ll need you to deliver joint technology solutions and develop and handle a set of shared objectives to deliver revenue growth. You'll make sure that the team develops and fulfills a comprehensive business plan that will specify joint partnership strategy and plan on a geographic region, offering, and team basis. As a Global ISV Partner Manager, you will evangelize Red Hat technologies and remove technical and business roadblocks as ISVs bring their products to market. We’ll expect you to interact with senior business decision makers and executives, key product and field associates from our partners. Your success will be defined by how well your partners adopt Red Hat technology and how satisfied they are with their relationship with Red Hat.

Primary job responsibilities

  • Develop and carry out Global ISV strategy and business plan for APAC, including sales, marketing, and go-to-market strategies, programs, and offerings

  • Build and maintain executive relationships with select leaders of named Global ISVs and other key Global ISV partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs), etc.

  • Handle and facilitate joint field and partner enablement and build measurement systems to consistently track results and progress

  • Work with the Global ISV team to understand and support the overall strategy and goals

  • Support the APAC ISV virtual team to deliver consistent fulfillment across all regions

  • Represent Red Hat and the Global ISV business as a spokesperson, subject matter expert, and presenter at internal and external events

  • Serve as the escalation point to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses

  • Obtain critical consensus for Red Hat by positioning, educating, and marketing Red Hat's value proposition across Global ISV partnerships with both traditional solutions and emerging technologies for select Global ISV offerings

  • Lead the development and communication of the partnership performance analysis (financial performance, key metrics, and related insights)

Required skills

  • 8+ years of senior-level experience in Channels and Alliances, business development and sales, and product management

  • Experience in managing ISVs and solution partners

  • Proven leader with a record of guiding virtual teams and delivering results

  • Previous experience working with multiple countries in APAC

  • Knowledge of Red Hat, open source, Linux, middleware, and cloud or other software technology (Red Hat OpenStack Platform or KVM, containers, Docker, cloud networking, etc.)

  • Excellent written and verbal communication skills to improve collaboration across country, APAC, and global stakeholders

  • Good planning and analytical skills with confirmed ability to apply these skills to complex situations with conflicting priorities

  • Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations

  • Record of successfully guiding strategic relationships and delivering business results

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 62340

Category Alliance or Partner Sales