Red Hat Channel Account Manager in Sunnyvale, 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

The Red Hat Channel Sales team is looking for a Channel Sales Account Manager to join us in Sunnyvale, California. In this role, you'll promote sales, ensure customer satisfaction, and manage partner engagement within your assigned territory. You will develop and maintain relationships with channel partners and regional system integrators (SIs) and their technical enablement. You’ll also promote, recommend, and demote partners, and manage regional Red Hat resources to enable sales and technical partners. As a Channel Sales Account Manager, you will serve as a Red Hat ambassador, as well as a subject matter expert for business-related issues.

Primary job responsibilities

  • Work closely with existing and potential reseller partners to develop strategic account plans to grow the adoption of Red Hat solutions within the Western channel.

  • Coordinate with internal Red Hat resources (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 product information, demonstrations, and customer price quotes.

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

  • Call on prospective customers, providing technical and administrative product information, demonstrations, and price quotes.

  • Develop sustainable revenue across technology lines.

  • Accurately forecast and close sales that align with company goals.

  • Analyze/understand the customers' business and technology product needs and communicate them to executives through Quarterly Business Review presentations.

Required skills

  • Bachelor’s degree in Economics, Business, or a relevant field. In lieu of four-year Bachelor’s degree, will accept a three (3)-year degree from an accredited U.S. or foreign university.

  • Five (5) years of experience in the job offered or in a related role.

  • Must have five (5) years of sales management experience within the software or IT industry.

  • Must have experience with UNIX and Linux operating systems and open source technologies; Complete sales cycle management, from prospecting to closing; Interacting with enterprise and strategic counterparts within an organization regarding channel sales activities; and Making compelling corporate presentations, including experience in front of an executive audience.

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 62867

Category Inside Sales