Red Hat Mid Market SMB Channel Sales Account Manager in Remote, California

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

Support a set of key Red Hat small and medium-sized business (SMB) Sales teams and manage the development and implementation of Red Hat's programs with partners in the Western US. The Red Hat Channel Sales team is looking for a Mid Market SMB Channel Account Manager with experience selling high-tech offerings and services to join us in Sunnyvale, CA. In this role, you will be responsible for recommending, promoting, and demoting partners and for orchestrating Red Hat's associates in the region to enable sales and technical partners. You'll forecast the region's SMB channel bookings each quarter and serve as the subject matter expert for all things Red Hat or channel-related. As a Mid Market SMB Channel Sales Account Manager, you'll need to have excellent communication skills and a record of success in technology channel sales and marketing to help us grow Red Hat's business with these key partners. Successful applicants must reside in a state where Red Hat is registered to do business.

Primary job responsibilities

  • Work closely with existing and potential reseller partners to develop strategic account plans to grow the adoption of Red Hat's solutions through these resellers

  • Manage internal Red Hat's associates (primarily solutions architects, consultants, and inside sales representatives) to support sales and account expansion efforts with key partners in the field

  • Provide sales support to partner sales organizations through training, customer visits, technical and administrative information about our offerings, demonstrations, and customer price quotes

  • Create strategic and tactical plans for new business development while leading the extended Sales team in using these plans to maximize revenue and growth

  • Call on prospective customers, providing technical and administrative information for our offerings, demonstrations, and price quotes

  • Develop sustainable revenue across technologies

  • Accurately forecast and close sales that align with company goals

  • Understand customer business and technology needs and communicate them to executives

Required skills

  • 2+ years of sales experience with a demonstrated record of success, preferably in the software or IT industry

  • Bachelor's degree, preferably in business, marketing, or another technical discipline

  • Knowledge of UNIX and Linux operating systems; passion for open source technology

  • Solid understanding of the complete sales cycle management from prospecting to closing

  • Ability to work as part of a fast-paced team while demonstrating flexibility, initiative, and ability to work without direct supervision

  • Excellent communication skills

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, veteran status, 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 62539

Category Alliance or Partner Sales

Remote base US-CA-Sunnyvale