• Senior Director - Alliance Partnerships, Global SI

    Location US-Remote
    Posting date 3 weeks ago(5/7/2018 7:45 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

    Lead the Global System Integrator (GSI) partner business in a company that has a long and successful history of partnering with the largest global SI firms in the market. The Red Hat Global Alliances team is looking for a Senior Director of GSI alliances to join us. In this role, you will be responsible for developing and implementing a multi-year sales plan to continue to achieve and increase revenue growth with these SI partners. You’ll lead a team of GSI alliance executives to formulate and oversee the implementation of strategies and initiatives with each of these key partners. You’ll serve as a key advisor to Red Hat's executive associates, regional general managers, and the partner team in regard to Red Hat's overall global alliance strategy. As a Senior Director, you will develop and implement an effective strategy to build and measure the success of the Red Hat’s partners and partner sales teams. You’ll need to have a solid record of people management experience, deep understanding of the SI business and a proven record of overseeing the creation and management of large-scale international programs for a related software company. Successful applicants must reside in a country or state where Red Hat is registered to do business.

    Primary job responsibilities

    • Develop a strategic GSI alliance model capable of significant year-over-year growth; this model should support the growth plans of the business teams, regions, and key strategic programs to impact investment decisions related to alliance investments, joint revenue projections, and revenue realization
    • Lead a team of experienced alliance executives to build and lead sustainable and mutually beneficial relationships with the GSI strategic alliance partners to promote joint organizational and financial investments by both Red Hat and our partners
    • Lead the team to develop and carry out joint strategies with our GSI alliance partners to grow our business
    • Establish and lead the team to achieve significant year-over-year bookings growth objectives, interlocked with the growth plans of the business teams and regions
    • Build and manage executive relationships across key stakeholders at Red Hat and the GSI partners
    • Drive GSI investment in Red Hat’s skills, competencies, practices, and solutions to grow our joint business
    • Effectively manage a significant budget of market development funds (MDF) to achieve results
    • Represent the GSI ecosystem internally to all Red Hat’s stakeholder groups, e.g., geographic regions and product, marketing, finance, and operations teams
    • Establish and guide regular communication cadence with the same stakeholder constituents
    • Mentor and proactively assist team members in the important development and implementation of strategic Red Hat and partner joint programs and solutions
    • Coordinate with other Red Hat alliance route leaders, e.g., independent software vendors (ISVs), cloud service providers (CSPs), and original equipment manufacturers (OEMs) for 3-way partnering
    • Serve as an escalation point to help resolve partnership conflicts using network of key contacts within Red Hat and partner organizations and the knowledge of mutual businesses
    • Coordinate with the Red Hat Alliance Operations team on the development and communication of the GSI route business performance analysis (financial performance, key metrics, and related insights)
    • Keep apprised of the latest trends and developments in the GSI market

    Required skills

    • Proven strategic planning, business development, sales awareness, and partner or alliance team management experience within the GSI ecosystem
    • Experience managing a $500M+ projects indirectly and persuading SI partner organizations; demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives
    • Relationship-focused with a solid executive presence; proven ability to build credibility with partner executives, industry analysts, and employees and a solid reputation for developing and growing successful global partner relationships
    • Proven record of success with creation and implementation of strategic, large-scale partnership programs
    • Proven record setting and managing sales quotas, employee development and performance plans, management buyouts (MBOs), budgets, and MDF
    • Proven organization and planning skills
    • Ability to thrive in a dynamic, changing environment and make personal connections with technical-oriented people as well as C-level audiences

    The following are considered a plus:


    • Knowledge of Red Hat, open source, Linux, middleware, and cloud software technology including Red Hat OpenStack Platform, OpenShift by Red Hat, and containers
    • Experience conducting business in the U.S. and overseas in Europe, Asia Pacific (APAC), and Latin America (LATAM)
    • Experience with the open source commercial business model

    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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