• Alliance Partnership Account Manager

    Location US-Remote
    Posting date 1 month ago(10/31/2019 10:26 AM)
    Job ID
    Alliance or Partner Sales
    Remote base
    California, Houston or Boston
  • 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 guide the relationship with a top-tier global strategic partner. You’ll develop and carry out multi-year plans to grow revenue with the assigned partner. Your primary focus will be the development of joint strategies and initiatives across Red Hat and the partner, as well as the creation of go-to-market programs in support of these initiatives. Successful applicants must reside in a state where Red Hat is registered to do business.

    Primary job responsibilities

    • Build and carry out joint global business plans with clear goals, objectives, and metrics
    • Guide bookings growth aligned to and in support of the growth plans of Red Hat’s business teams and regions
    • Develop and carry out joint strategies with the partner to grow our joint business
    • Guide partner investments in Red Hat technologies, solutions, skills, and marketing and go-to-market programs
    • Effectively manage market development funds to achieve results
    • Build and manage executive relationships across key stakeholders at the partner company and at Red Hat
    • Develop joint scalable solutions that address marketplace changes
    • Develop and implement joint marketing and go-to-market programs with the partner to drive pipeline and sales
    • Cooperate with other Red Hat alliance leaders and partners to drive three-way partnering
    • Support the field sales team in the implementation of plans on a global basis in cooperation with the partner
    • Oversee partner management, including contract negotiations, the development of strategic and mutually beneficial relationships, and the managing of collaborative programs
    • Provide guidance to and work effectively across the Red Hat internal stakeholders, including field sales, product business, finance, legal, and business affairs teams
    • Establish and maintain regular communication with stakeholder constituents

    Required skills

    • 15+ years of experience in alliances and business development, managing global, industry leading partners
    • Experience across multiple partner routes to market, including original equipment manufacturers (OEMs), resale, and cloud
    • Demonstrated ability to leverage personal knowledge, processes, and solution selling strategies and methodologies to meet revenue growth objectives
    • Proven leader with a record of leading global, virtual teams and delivering results
    • Relationships-oriented 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 technical-oriented people as well as C-level audience
    • Good planning and analytical skills, with a 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
    • Experience conducting business in U.S. and overseas in Europe, Asia-Pacific, and LATAM is a plus
    • Knowledge of Red Hat, open source, Linux, middleware, and virtualization is a plus
    • Bachelor's degree; MBA 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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