Red Hat Alliance Partnership Account Manager in Raleigh, North Carolina

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

Manage and lead the relationship with a Tier 1 global strategic partner. The Red Global Partners and Alliances team is looking for a senior-level Alliances Partnership Account Manager to join us in Raleigh, NC. In this role, you will develop and implement a multi-year plan to rapidly grow revenue with the assigned partner. Your primary focus will be the development of joint strategies and initiatives across Red Hat and the partner, as well as the creation of go-to-market programs in support of these initiatives.

Primary job responsibilities

  • Build and implement a joint global business plan with clear goals, objectives, and metrics

  • Guide bookings growth aligned to and in support of the growth plans of Red Hat’s business teams and regions

  • Develop and carry out joint strategies with the partner to grow our joint business

  • Guide partner investment in Red Hat’s technologies, solutions, skills, marketing and go-to-market programs

  • Effectively manage a significant budget of market development funds (MDF) to achieve results

  • Build and manage executive relationships across key stakeholders at the partner, Red Hat, and the global system integrator (GSI) partners

  • Develop joint scalable solutions that address marketplace changes

  • Develop and implement joint marketing and go-to-market programs with the partner to guide pipeline and sales

  • Coordinate with other Red Hat alliance leaders and partners to promote 3-way partnering

  • Support the field sales team in carrying out their plans with the partner on a global basis

  • Oversee partner management including contract negotiations, the development of strategic and mutually beneficial relationships, and the managing of collaborative programs

  • Provide guidance to and work effectively across the Red Hat’s internal stakeholders, including field sales, product business, finance, legal, and business affairs teams

  • Establish and promote regular communication cadence with the same stakeholder constituents

Required skills

  • 10+ years of experience in alliances or business development, managing Tier 1, global, and industry-leading partners

  • Experience across multiple partner routes to market including original equipment manufacturers (OEMs), resale, and cloud

  • Experience managing a $300M+ partner business including demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives

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

  • Relationship-focused with a solid executive presence and proven ability to build credibility with partner and internal executives

  • Ability to thrive in a dynamic, changing environment and make personal connections with technical-oriented people as well as C-level audiences

  • Good planning and analytical skills; proven ability to apply these skills to complex situations with competing priorities

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

  • Highly collaborative work style with proven ability to gather consensus and take decisive and timely action

  • Bachelor's degree; MBA is a plus

  • Experience conducting business in the U.S. and overseas in Europe and Asia Pacific (APAC) and Latin America (LATAM) regions is a plus

  • Knowledge of Red Hat, open source, Linux, middleware, and virtualization is a 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 63724

Category Alliance or Partner Sales