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Develop and manage strategic relationships with partners to drive growth and achieve annual recurring revenue targets. Act as a trusted advisor to align partner capabilities with Red Hat technologies and execute joint go-to-market plans.
Requires proven experience in ecosystem and partner sales management with a track record of exceeding revenue targets. Must possess strong communication skills and the ability to navigate complex, matrixed environments.
The Red Hat Partner Ecosystem team seeks a Partner Account Manager (PAM) to join us in London or remotely in the south. The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products, or sell their solutions to end customers.
Associates in the PAM role are at the heart of our ecosystem mission. You will be joining a community of partner account professionals who are highly trained and experienced in business, technical and partner selling skills. This role serves not only as a facilitator but also as a key catalyst in driving and achieving Red Hat's goals through partner growth.
What you will do:
Develop and manage long-term strategic relationships with one or more partners, serving as the primary liaison and the 'face' of Red Hat for those partners.
Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies.
Develop and execute joint strategic plans using Red Hat’s Partner Success Planning Tools and methodology.
Collaborate with partners to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals.
Conduct quarterly and annual business reviews with the partner, involving key stakeholders from Red Hat and the partner.
Identify and help foster relationships between C-level executives at the partner organization and Red Hat.
Encourage partners to commit to joint initiatives by adopting Red Hat products, promoting / selling to their customers or building them into repeatable solutions.
Develop a business & value case for the partner to pursue a new joint solution or line of business in collaboration with Red Hat.
Collaborate with the partner to showcase the value of our products, highlighting how they can be seamlessly integrated into their solutions to address their customers' business challenges and drive meaningful outcomes.
Identify key partner decision-makers and marshal efforts to win their buy-in, investment and business growth focus.
Promote Partner solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat
Enable Partner-driven Growth and Success
Develop and implement strategies to generate new incremental joint pipeline opportunities with partners.
Identify potential markets and verticals for new pipeline growth in collaboration with partners.
Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams.
Track and measure partner-sourced opportunities through a robust deal registration process.
Assist field sales teams in identifying and developing opportunities through partners.
Work closely with partners and field sales teams to close deals and achieve sales targets.
Regularly update and review the opportunity pipeline with partners to ensure alignment and progress.
Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business.
Analyze data to predict trends and inform strategic planning.
Leverage the Red Hat Partner Program to build partner loyalty, focus, commitment and incremental revenue growth - leading to autonomous selling and incremental revenue growth
Drive partner enablement on Red Hat products and their use in joint solutions
Ensure the partner has sales and technical capability to successfully sell and promote Red Hat offerings
Support the partner in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development/Engineering teams.
Coordinate training and enablement plans for partner service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully.
Delivery of six key outcomes which contribute to the success metrics of this role
Increased skills and scale of your partner
Measurable incremental pipeline through or with your Partners
Achievement of annual recurring revenue targets, through or with your Partners
Advocacy and increased mindshare for your partners internally and externally
Joint Case studies and references
Number of Design wins and repeatable solutions
What you will bring:
Ecosystem and Partner sales management experience
Sales Experience
Strong track record of building strategic relationships and developing the business with partners, coupled with the ability to create joint business plans that deliver measurable outcomes.
Proven history of consistently meeting and exceeding revenue targets through effective partner collaboration
Ability to translate partner business needs into joint solutions and manage those initiatives
Experience working with complex ecosystems.
Ability to grow channel ecosystem in a multi-product company
Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat
Demonstrated experience in driving technology sales and solution adoption with partners
Strength in conflict management
Working well in heavily matrixed environments
Entrepreneurial spirit
Willingness to travel across the region
Excellent communication skills in English
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
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.
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Red River brings together the ideal combination of talent, partners and products to disrupt the status quo in technology and drive success for business and government in ways previously unattainable. Red River serves organizations well beyond traditional technology integration, bringing more than 20 years of experience and mission-critical expertise in security, networking, analytics, collaboration, mobility and cloud solutions. Learn more at redriver.com.
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