Red Hat Channel Partner Manager – Cloud in Melbourne, Australia

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

Red Hat's Australian and New Zealand (ANZ) Channels sales team is looking for a Channel Partner Manager to further accelerate its year-over-year business growth in Melbourne, Australia. In this role, you will develop and lead Red Hat's relationship with our partners and alliances across the ANZ market, focussed on Red Hat's cloud technologies, and our world leading, global Certified Cloud Service Provider (CCSP) program. You'll define and implement initiatives with our local partners, leading existing partners and finding, recruiting, and enabling new partners for Red Hat cloud technologies, and collaborating with strategic cloud partners including Microsoft Azure, Amazon Web Services (AWS), and Google Cloud. You will work cooperatively with CCSP partners and the business across the region to create activities and processes that promote Red Hat cloud offerings, develop and grow our successful partner network, and encourage our partners to adopt and promote these solutions. As a Channel Partner Manager, you need to have a solid combination of business, communication skills, business development, and partner leadership skills, because we will expect you to foster communication with our current partners, develop connections with potential partners, and support ongoing activities that grow Red Hat's business. This role can be located in either Red Hat's Sydney or Melbourne offices.

Primary job responsibilities

  • Help define, and successfully implement Red Hat's cloud partner strategy and business plans for ANZ

  • Actively provide management and leadership in and of Red Hat's existing strategic alliances including Microsoft Azure, AWS, and Google Cloud

  • Create initiatives to positively extend the Red Hat virtualization and cloud partner base in ANZ in the key metrics of coverage, market-share, bookings, and share of wallet

  • Attain the sales objectives established for the Cloud Partner ecosystem in ANZ

  • Work to identify and develop potential Red Hat partners with a focus on Red Hat cloud technology, effectively implementing partner recruitment and enablement activities

  • Manage the Red Hat Certified Cloud Service Provider (CCSP) program in the ANZ region and its key partners and provide input into the Asia Pacific (APAC) team on possible enhancements to the program

  • Provide subject matter expertise, support, and cloud leadership to the members of the business and partners within the ecosystem

  • Actively assess, clarify, and validate partner needs on an ongoing basis

  • Measure and report on the success of your role

Required skills

  • Motivated and practical; ability to work with partners as well as with a broad range of internal stakeholders

  • Proven experience in entering new markets or significantly growing an existing market on an accelerated curve with a partner-focused approach

  • Experience in managing and leading solutions providers and system integrators, including sound understanding of how to successfully enable sell with and sell thru activities

  • Passion for success, with a desire to be considered the best of the best

  • 8+ years of experience in business development in a partner ecosystem

  • Successful track record in a partner ecosystem or the development of a successful partner ecosystem, with understanding of local system integrators, or managed services providers

  • Sound business acumen and the ability to successfully engage the c-suite of potential partners, existing partners, and end customers

  • Excellent English communication skills

  • Willingness to travel up to 50%

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 62664

Category Alliance or Partner Sales, Business Development, Field Sales