Red Hat Channel Partner Manager – Mid-Market Business Development in North Sydney, 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 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 Sydney, 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.

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

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 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%

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 60392

Category Alliance or Partner Sales, Business Development, Field Sales