• Alliance Partnership Account Manager

    Location US-CA-Sunnyvale
    Posting date 1 month ago(10/25/2019 6:14 AM)
    Job ID
    73938
    Category
    Field 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 Partners and Alliances team is looking for an experienced Alliance Partnership Account Manager to join the Microsoft Alliance team in Raleigh, NC, Boston, MA, or Sunnyvale, CA. In this role, you will work under the direction of the Microsoft Global Alliance Executive and be charged with developing and carrying out multi-year plans to grow revenue through Microsoft. Your primary focus will be the development of joint strategies and initiatives across Red Hat and Microsoft as well as the creation, implementation and governance of Global go-to-market programs in support of these initiatives.

    Primary job responsibilities

    • Build and carry out joint global programs with clear goals, objectives, metrics, and governance
    • Promote bookings growth aligned with and in support of the growth plans of Red Hat’s business teams and regions
    • Develop and carry out joint strategies with the partners to grow our joint business
    • Guide partner investments in Red Hat’s technologies, solutions, skills, marketing, and go-to-market programs
    • Effectively manage market development funds (MDF) to achieve results
    • Develop joint scalable solutions that address marketplace changes
    • Develop and implement joint marketing and go-to-market programs with the partners to guide pipeline and sales
    • Coordinate with other Red Hat alliance leaders and partners to facilitate 3-way partnering
    • Support the field sales team in achieving its goals with the partners on a global basis
    • Establish and maintain regular communication cadence with the same stakeholder constituents

    Required skills

    • 5+ years of experience working in alliances sales, business development, or channel management
    • Experience across multiple partner routes to market, including independent software vendors (ISVs), system integrators (SIs), and original equipment manufacturers (OEMs)
    • Demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives
    • Proven leader with a record of guiding global, virtual teams and delivering results
    • Relationship-focused with a solid executive presence and proven ability to build credibility with partner and internal executives
    • Ability to thrive in a dynamic, changing environment and make personal connections with technically-oriented people as well as C-level audiences
    • Good planning and analytical skills; proven ability to apply these skills to complex situations with competing priorities
    • Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations
    • Highly collaborative work style with proven ability to gather consensus and take decisive and timely action
    • Knowledge of cloud consumption business, i.e., Microsoft Azure, Amazon Web Services (AWS), or Google
    • Bachelor's degree
    • Experience conducting business in U.S. and overseas, including Europe, the Asia Pacific (APAC) region, and Latin America, is a plus
    • Knowledge of Red Hat, open source, Linux, middleware, containers, and virtualization 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, 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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