Partner Sales Account Manager 4

Red River

About The Position

About the role: The Red Hat Global Partners and Alliances team is looking for an experienced Alliance Partnership Account Manager to join the Global AWS Strategic Alliance team in Raleigh, NC, Boston, MA, or Sunnyvale, CA. In this role, you will work under the direction of the Global Cloud Executive and be charged with developing and carrying out multi-year plans to grow revenue through AWS. Your primary focus will be the development of joint strategies and initiatives across Red Hat and AWS as well as the creation, implementation and governance of Global go-to-market programs in support of these initiatives. What you will do: Create and communicate a global strategy to each of the geos and work collaboratively to address regional business opportunities and challenges. 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 AWS sell-through 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 pipeline generating results Develop joint scalable partner solutions / offerings 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 stakeholder constituents What you bring: Bachelor's degree+ 10+ years of experience working in alliances sales, business development, or channel management Experience across multiple partner routes to market, including direct sales, distribution, cloud consoles and cloud marketplaces. 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 short and long term 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 (ie: AWS, Azure, GCP, OCI) 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 The salary range for this position is $192,390.00 - $317,480.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. About Red Hat Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Benefits ● Comprehensive medical, dental, and vision coverage ● Flexible Spending Account - healthcare and dependent care ● Health Savings Account - high deductible medical plan ● Retirement 401(k) with employer match ● Paid time off and holidays ● Paid parental leave plans for all new parents ● Leave benefits including disability, paid family medical leave, and paid military leave ● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village. Equal Opportunity Policy (EEO) 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. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected]. General inquiries, such as those regarding the status of a job application, will not receive a reply. We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.

Requirements

Bachelor's degree+
10+ years of experience working in alliances sales, business development, or channel management
Experience across multiple partner routes to market, including direct sales, distribution, cloud consoles and cloud marketplaces.
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 short and long term 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 (ie: AWS, Azure, GCP, OCI)

Nice To Haves

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

Responsibilities

Create and communicate a global strategy to each of the geos and work collaboratively to address regional business opportunities and challenges
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 AWS sell-through 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 pipeline generating results
Develop joint scalable partner solutions / offerings 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 stakeholder constituents

Benefits

Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

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