• Business Development Manager - Partner Solutions

    Location US-NC-Raleigh
    Posting date 2 months ago(11/8/2018 1:55 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

    The Red Hat Global Partner Solutions team is looking for an experienced Business Development Manager to join us in Raleigh, NC. In this role, you’ll build joint partner solutions with key strategic partners. As technological disruption is occurring across multiple industries, the Red Hat Global Partner Solutions Group is developing transformational, line of business solutions to meet the needs of our customers. You will make sure that in times when the market requires increasingly complex, transformative solutions, the Solutions team is working to activate our partner ecosystem in the development and delivery of these innovative solutions via evaluation, prioritization, technical integration, market validation, and joint go to market.

    Primary job responsibilities

    • Define and implement a global business development strategy and go to market plan for partner solutions, including executive alignment, technical integration, solution development, market messaging and positioning, pipeline development, sales enablement, etc.
    • Deliver on global strategy and plan through leadership and collaboration across Red Hat and partner teams to deliver joint solutions to market with key partners
    • Lead and influence cross-functional teams across multiple disciplines, including marketing, field sales, product management, alliance management, and solution architecture to build strategic partnerships that will drive incremental revenue opportunity
    • Develop global sales engagement and sales management processes with partners to ensure effective opportunity qualification, technical enablement, and sales support to progress and close sales opportunities
    • Define and implement a global business development strategy for strategic partners
    • Work with global alliance managers, regional field sales, and channel sales teams to implement this strategy
    • Recruit and develop selected IoT strategic partnerships and take responsibility for a global IoT revenue target
    • Define, track, and communicate key relationship Metrics and Milestones to senior leadership

    Required skills

    • Bachelor's degree with emphasis on business, marketing, or technology; advanced degree in business administration or marketing
    • 10+ years of sales experience in the IT industry, with a demonstrated track record of achievement
    • Demonstrated capability in developing strategic business plans with all levels of internal and external stakeholders and implementing those plans with proven results and impact
    • Solid understanding of open source related sales cycles, datacenter, cloud, and middleware technologies, including application development requirements based on Java
    • Good negotiation skills and the ability to guide and close sales opportunities; experience with solution selling methodologies
    • Solid implementation skills with a high attention to detail, and demonstrated ability to collaborate with internal and external stakeholders
    • Experience developing solutions with multiple partner types including Global and Regional SI’s, Vertical ISVs, Distribution, Service Providers, etc.
    • Excellent written and verbal communication skills
    • Demonstrated capability in developing strategic business plans with all levels of internal and external stakeholders and fulfilling those plans with results and impact
    • Technical knowledge and ability is a plus

    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.


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