• Business Development Manager - Global Security Partners

    Location US-NC-Raleigh
    Posting date 1 month ago(10/25/2019 6:40 AM)
    Job ID
    Business Development
  • 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 Partners and Alliances (GPA) Independent Software Vendor (ISV) team is looking for an experienced Business Development Manager. In this role, you will manage key, strategic ISV relationships within the Red Hat's global security partner ecosystem. Working closely with internal teams and industry partners, you will design and carry out critical go-to-market activities, leading sales, marketing, and technology objectives with key security ISV accounts. As a Business Development Manager, you will also help Red Hat keep the commitment to open source leadership through persuasion in building strategic community and commercial partnerships and delivering exceptional value to our customers. This position can be based remotely in any major city in the United States. Successful applicants must reside in a state where Red Hat is registered to do business.

    Primary job responsibilities

    • Build key executive relationships within the ISV account and Red Hat
    • Work with the product and technology teams to align ISV solutions and offerings with product objectives and strategy
    • Work with global and regional Marketing teams within Red Hat to create marketing awareness, lead generation, and enablement content and programs
    • Guide go-to-market and sales delivery with Red Hat’s regional sales teams
    • Define, track, and communicate key relationship metrics and milestones to senior leadership through quarterly business reviews (QBRs)
    • Build the partnership and revenue stream to establish Red Hat as a valued partner to your ISVs
    • Assist with the definition and prioritization of market opportunities for Red Hat’s technologies for or with Red Hat's partners
    • Serve as an internal security subject matter expert from a business and alliances perspective. Clearly communicate key market trends and associated strategies required to position Red Hat and ISV solutions.
    • Establish go-to-market momentum by highlighting joint solutions to partner sales, presales, and marketing teams worldwide
    • Provide experience-based feedback
    • Develop and maintain tools to support the GPA business development teams, including demonstrations and presentation materials
    • Contribute to building best practices among peers in the GPA, Sales, and Engineering teams
    • Coordinate with Red Hat’s all global sales and geographical regions, including those outside of North America, enabling them to achieve goals related to the solutions created by the global team

    Required skills

    • 5+ years of experience managing large, revenue-generating ISV partnerships and alliances
    • Demonstrated ability to lead and collaborate with closely cooperating cross-functional teams
    • Ability to lead and manage industry, partner, and internal teams with focus on producing results
    • Solid presentation and public speaking skills; excellent written and verbal communication skills
    • Highly organized with keen attention to detail to ensure operational efficiency and reporting
    • Experience working in, or with, the cybersecurity space
    • Working knowledge of DevOps, DevSec, SecDevOps, and cloud-scale application development technologies like Red Hat Ansible Automation, Red Hat OpenShift, Kubernetes, Docker, Pivotal Cloud Foundry, or equivalent
    • Comfortable with ambiguity and trying to define new market spaces
    • Willingness to travel as necessary for meetings, events, etc.
    • Willingness and ability to live near any major airport

    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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