Red Hat Channel Partner Manager – Mid Market Business Development in Melbourne, Australia
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.
Red Hat's Australia and New Zealand (ANZ) Channels team is looking for a Channel Partner Manager focused on the development and growth of our mid-market to join us in Melbourne, Australia. In this role, you’ll focus on business development and new partner establishment. You will develop and lead Red Hat's activities, and the growth of our mid-market partners and end-customers, across this important and growing ANZ segment. You'll define and implement initiatives with partners to ensure growth; along with finding, recruiting, and enabling new partners in this rapidly growing market-space. As a Channel Partner Manager, you will work to create activities and processes that promote Red Hat's offerings, develop and further grow our successful partner ecosystem, along with encouraging new partners to adopt and promote our services and solutions. We’ll expect you to have experience in B2B IT Channel resellers, value-added resellers (VAR) Channel, or Distribution Channel, and have a solid understanding of the Channels landscape. Importantly, you should have a demonstrated new business track record, and a passion for success. This is a newly created senior business development role reporting in the Director of Channels, ANZ. 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 mid-market strategy and business plans for ANZ to ensure we exceed our business objectives
Provide management and leadership of our mid-market partner ecosystem including identifying, recruiting, and developing potential Red Hat partners
Effectively fulfill partner recruitment and enablement activities to build out a new partner ecosystem in the mid-market space including VARs, along with working with our channel partner managers and channel account managers to further grow our existing go-to-market partner ecosystems to capture more of the mid-market share
Create initiatives to positively extend the Red Hat partner base in the mid-market in ANZ, across key metrics including coverage, market-share, bookings, and share of wallet
Attain the sales objectives established for Red Hat's mid-market
Provide subject matter expertise, support, and leadership to the members of the business and partners within the ecosystem, around the mid-market
Actively assess, clarify, and validate partner needs on an ongoing basis
Measure and report on the success of your role
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 a sound understanding of how to successfully enable sell with and sell thru activities
Passion for success; team player, who wants to be part of a growing successful business and channels team
8+ years of experience in international sales and business development in a partner ecosystem
Ability to influence others to achieve results
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%
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Job ID 62663
Category Alliance or Partner Sales, Business Development, Field Sales