ISV Business Development Manager

ISV Business Development Manager

Job ID 
Alliance or Partner Sales, Business Development
Posting date 
Remote base 

Job description

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 Sales team is looking for an ISV Business Development Manager to join us in Raleigh, NC. In this role, you’ll focus on partnering with top ISV partners to build and carry out a global plan that guides accelerated Mid-Market bookings and the key initiatives will focus on customer engagement via accelerated partner activities. You will work to identify the top managed service providers utilized by Mid-Market customers, and assist with recruiting and building go-to-market activities with those partners. We’ll expect you to have a broad knowledge of developing and rolling out world class channel programs in the information technology ecosystem.

Primary job responsibilities

  • Identify and prioritize the key DMR partner initiatives that align and extend Red Hat in the Mid-Market segment
  • Develop a joint plan, with key DMR partners, to guide accelerated Mid-Market customer engagement
  • Collaborate and align with marketing to build and use key marketing programs to guide demand in Mid-Market segment
  • Align with Red Hat's regional partner organizations to ensure aligned implementation of key activities and initiatives
  • Develop key metrics for success including bookings and net new customer acquisition
  • Manage MDF budget to optimize key levers for guiding increased value to Red Hat (campaigns, funded heads, enablement)
  • Work with the extended DMR alliances team across geographical regions to coordinate strategic activities and be part of the virtual alliance team
  • Contribute to the development of alliance programs and DMR sales programs
  • Establish training and enablement plans and activities, as the program requires
  • Guide adoption of our technology solutions across the entire product portfolio, focusing initially on Red Hat Enterprise Linux (RHEL) and working with the Red Hat product team to determine optimal technology alignment to this market segment
  • Ensure back-end operations support the program; work through internal stakeholders and systems like, intranets, and the Partner Portal to ensure content is maintained

Required skills

  • 5+ years of related IT commercial industry program management experience, preferably with a global enterprise software company
  • Comprehensive program management skills and proven track record managing large-scale programs and projects for partner programs in commercial markets
  • Thorough familiarity with multi-tier channel programs, and understanding of how software vendors engage, develop relationships, and guide business and sales with and through OEM partners
  • Ability to effectively communicate concepts and initiatives in a compelling manner to audiences of varying size, background, and responsibility to promote buy-in, adoption, and engagement
  • Comfortable working in a collaborative environment, with good team leadership skills
  • Excellent analytical, problem-solving, and creative thinking 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, 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.


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