דרושים Partner Sales Account Manager ב-Red Hat ב-Australia, Melbourne

What you will do:

• Drive quarterly sales execution and revenue growth across a single strategic enterprise account

• Partner with the Account Director to execute the overall account strategy and coordinate aligned go-to-market motions

• Identify, qualify, and progress new opportunities across Red Hat’s full portfolio, with a focus on expanding footprint and increasing deal velocity

• Engage with key stakeholders across IT and the business to position Red Hat as a trusted innovation partner

• Collaborate with internal teams including Solution Architects, Specialists, and Services to shape and deliver value-based solutions

• Maintain strong pipeline health, forecast accuracy, and sales discipline to ensure consistent performance

What you will bring:

• Proven experience in enterprise sales or account management, ideally in Financial Services or complex technology environments

• Strong track record of driving growth within a named or strategic account, with a focus on quarterly execution

• Ability to develop and manage deep customer relationships, including with technical and business decision-makers

• Excellent stakeholder management skills with a collaborative approach to working within account teams

• Commercially savvy, with the ability to build compelling proposals and articulate value across Red Hat’s solution stack

• High levels of accountability, urgency, and resilience in a fast-paced enterprise sales environment

The Red Hat Ecosystem Sales team is looking for an experienced PAM to join us in ANZ. In this role, you will oversee the go-to-market activities across our cloud services solutions and managed services portfolio. You’ll manage and develop strategic relationships with our partners to guide sustainable long-term growth and accelerate the adoption of our innovative solutions. You will also develop, implement, and manage joint business plans that identify key growth areas in the partner organization to help increase revenue and capitalize on Red Hat technologies.

Develop and Strengthen Partner Relationships

• Assess, validate and recruit new MSP partners, including former VMware partners

• Support existing partners in building RH managed services capabilities

• Build and manage direct relationships with key partners (Distribution, Premier/Advanced Partners, other strategic partners which includes hyperscalers, SIs, OEMs, and ISVs)

Drive Managed Service Business

• Expand Red Hat’s managed service business—especially in hybrid to multi-cloud environments across industries and customers

• Align with APAC’s MSP strategies and key initiatives

• Develop MSP pipeline through co-creation offerings and via marketplace

Design and Promote Red Hat Managed Services

• Co-develop next-generation managed services with partners, such as:Container as a Service (CaaS)

• Automation as a Service (AaaS)

• GPU as a Service (GPUaaS)

Coordinate Across Internal and External Stakeholders

• Align with APAC MSP POD Leader on APAC MSP Strategy and Key Initiatives

• Work cross-functionally with internal teams (APAC Practice Leaders, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partners PAMs) as well as Account Executives to cascade and drive MSP strategy and key initiatives including staying on top of the KPIs

• Bridge gaps between Red Hat’s teams, regions, and partner organizations

• Support execution and evolution of Red Hat’s ecosystem strategy (reviews, planning, etc.)

Support Ecosystem Adaptation

• Help partners adapt to the evolving cloud landscape and service models

• Identify, introduce and develop Co-creation/Demand Gen/Marketplace with other partners (e.g. ISVs) or develop possible business models (e.g. Cross collaboration with hyperscalers) to provide comprehensive services to customers that addresses whitespace in the market

Lead with a Business Development Focus

• This is not a pure technical/support role but a growth-driven leadership position

• Support partner planning and monetization strategies to drive Red Hat’s long-term growth

• A high-level role requiring both business and strategic leadership, execution and accountability in driving the business

What you will bring:

• Business Development Capability & Strategic Thinking; Ability to position and differentiate the value of RH MSP program compared to commercial and hypersclaler offerings. A development-focused role—not just sales or technical support—enabling scale through partners

• Direct collaboration and relationship-building with key partners (Distribution, Premier/Advanced Partner PAMs, other strategic partners)

• Understanding and Advocacy of Cloud-Native Technologies; Support partners in building cloud-native solutions on-prem or in the cloud, Ability to support next-gen offerings such as CaaS, AaaS, GPUaaS

• Alignment with Marketplace and CDSM; Understand and contribute to Red Hat’s Marketplace strategy, Drive CDSM (Co-Developed Solutions Model) initiatives with partners

• Cross-Functional Collaboration Skills; Coordinate and align with multiple internal teams including APJ Cloud and Distribution Practice, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partner PAMs as well as Account Team

• Serve as a bridge in complex internal and external ecosystems

• Stay ahead of rapid changes in cloud environments - needs to be well versed in the latest technology and requirements but also market trends

• Ideal candidates have both technical capability and business leadership insight

What you will do:

• Drive quarterly sales execution and revenue growth across a single strategic enterprise account

• Partner with the Account Director to execute the overall account strategy and coordinate aligned go-to-market motions

• Identify, qualify, and progress new opportunities across Red Hat’s full portfolio, with a focus on expanding footprint and increasing deal velocity

• Engage with key stakeholders across IT and the business to position Red Hat as a trusted innovation partner

• Collaborate with internal teams including Solution Architects, Specialists, and Services to shape and deliver value-based solutions

• Maintain strong pipeline health, forecast accuracy, and sales discipline to ensure consistent performance

What you will bring:

• Proven experience in enterprise sales or account management, ideally in Financial Services or complex technology environments

• Strong track record of driving growth within a named or strategic account, with a focus on quarterly execution

• Ability to develop and manage deep customer relationships, including with technical and business decision-makers

• Excellent stakeholder management skills with a collaborative approach to working within account teams

• Commercially savvy, with the ability to build compelling proposals and articulate value across Red Hat’s solution stack

• High levels of accountability, urgency, and resilience in a fast-paced enterprise sales environment

What you will do:

• Coordinate, in Region, across all Commercial sales and partner sales motions to ensure sales and revenue goals are met for the region.

• Develop, motivate and lead a sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities.

• Collaborate closely with the global segment and function leaders to guide Red Hat’s GTM strategy and approach, in region.

• Fully embrace the partner ecosystem as the key driver for meeting our sales and revenue targets.

• Drive an end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential.

• Allocate Regional level Commercial budget and targets as assigned by global segment and function leaders.

• Align account segmentation to criteria developed by Commercial leaders with ability to flex assignments within predefined limits based on needs of the region.

• Align field resources against accounts and supported partners based on defined WW segment coverage blueprints with the ability to flex assignments within predefined limits based on needs of the region.

• Maintain a high performing regional management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results.

• Champion for the experience of customers and partners within Region.

• Serve as the point of escalation for all Commercial account approvals and conflicts across the segment including pricing approvals, prioritization of resource allocation to accounts.

• Attract, develop and retain the best possible team, ensuring that they operate and assimilate into the successful Red Hat culture.

• Collaborate with Global Segment and Function leadership to ensure Red Hat associates affiliate both locally and within their function.

• Collaborate actively with peers on the leadership team to drive Red Hat’s standards of performance and excellence.

What will you bring:

• 10+ years experience selling software or service infrastructure solutions into medium enterprise organizations through a partner led sales motion.

• Demonstrated track-record of building and leading high-performing, geographically-dispersed, multifaceted teams.

• Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effectiv e architecture/integration of solutions.

• Must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.

• Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and drive results.

• Demonstrated ability to execute on the sales strategy and value proposition for Commercial organizations within their respective geo and region ensuring alignment with broader organizational/product strategies.

• Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models and improved customer engagement.

• Demonstrated ability to lead an organization by engaging, developing and motivating team members.

• Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it.

• Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success.

• Must be able to raise the level of overall organizational performance and capability through mentorship, professional development and comprehensive skills enhancement.