Red Hat Alliance Partnership Account Manager in Raleigh, North Carolina
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.
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
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