Partner Alliance Manager, System Integrators

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.

The Red Hat Sales team is looking for a Partner Alliance Manager focusing on System Integrators (SIs) in North America (NA) to join us. In this role, you will be responsible for the management and business development of Red Hat's partnership with a select number of global SIs (GSIs). You’ll have the opportunity to collaborate with NA field sales teams and other extended teams. As a Partner Alliance Manager, you will create key strategic partnerships that will have the executive commitment and capability to increase Red Hat's business in NA. Successful applicants must reside in a state where Red Hat is registered to do business. Successful applicants must reside in a state where Red Hat is registered to do business.

• Demonstrate Red Hat's value proposition to global SI (GSI) executive, sales, and technical teams to create valuable partnerships
• Develop and carry out joint business, marketing, and technical enablement plans with partners who are aligned with our global strategy
• Ensure sales delivery with a focus on net-new opportunities and an emphasis on our strategic offerings
• Coordinate resources in NA to align with partners and develop partnerships
• Work on pipeline and forecasting management
• Serve as a subject matter expert for the GSIs to NA sales teams
• Create an integrated coverage model by engaging inside sales, field sales, and regional sales leadership teams and select GSIs across NA

• Experience ensuring success with GSIs in NA
• Knowledge of open source offerings; Red Hat knowledge is a plus
• Software sales experience with middleware, infrastructure, cloud, or open source
• Channel industry business expertise, sales leadership, marketing knowledge, related partner experience, and existing relationships
• Solutions selling experience
• Business development skills, including program development and understanding of measurements needed to identify best practices and demonstrate ROI
• Motivated with great teamwork skills
• Willingness to travel at least 50%
• Experience working with vertical industries is a plus

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