Vice President, Strategic Alliances

1 month ago(12/19/2017 3:43 AM)
Job ID
Alliance or Partner Sales

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

Join our efforts to develop and implement an outstanding partner and alliances strategy to build and measure the success of the Red Hat partners and partner sales teams. The Red Hat Sales team is looking for a Vice President for Strategic Alliances to join us in Raleigh, NC. In this role, you will develop and implement a multi-year sales plan to rapidly grow revenue from our largest partners. A key objective is to present a cohesive, coherent face to our largest global strategic alliance partners as we rapidly introduce and expand our offerings. You’ll also be tasked with continuously enhancing our strategic alliance organization, processes, and metrics. As a Vice President for Strategic Alliances, you will serve as a key adviser to Red Hat's executive associates, regional general managers, and the partner team with regards to Red Hat's overall global alliance strategy.

Primary job responsibilities

  • Develop a strategic alliance model capable of year-over-year growth, supporting the growth plans of the business units, regions, and key strategic programs which will guide investment decisions related to alliance spending and distribution, joint revenue projections, and revenue realization
  • Build and lead sustainable and mutually beneficial relationships with the Tier 1 and selected Tier 2 alliance partners to promote joint organizational and financial investments
  • Establish team and individual revenue goals and monitor achievement; ensure that strategic alliance leaders manage all aspects of assigned partner(s) to grow the alliance-related business
  • Play a practical role in our largest partner relationships, maintain a personal presence and high visibility in the field, and directly participate in sales cycles of key accounts

Required skills

  • 15+ years of related working experience
  • Proven strategic planning, business development, sales awareness, and alliance team management experience across software, hardware, and professional services
  • Experience managing a $500M+ indirect sales channel (OEM, SI, Cloud, etc.) organization and demonstrated ability to use personal knowledge, processes, and solution selling strategies and methodologies to meet revenue growth objectives
  • Business and professional appearance with proven ability to build credibility with partner executives industry analysts, and employees, combined with an extensive network and a solid reputation for developing and guiding successful global partner relationships
  • Strategic and creative, with excellent implementation and deal-making skills
  • Knowledge of Red Hat, open source, Linux, middleware, and cloud software technology (OpenStack, OpenShift, Containers) is a plus
  • Bachelor’s degree in business management, engineering, or sciences; MBA is highly desirable

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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