דרושים Labor Relations Manager - M/f/d ב-Red Hat ב-אוסטרליה

What you will do:

• Accountable for executing Red Hat sales strategy and driving performance and customer success in assigned set of accounts – retaining and growing bookings through partners

• Apply knowledge of use cases and strategic offering value proposition to win new business and identify and execute opportunities to drive upsell, cross-sell, and renewals across Red Hat portfolio, deepening penetration within accounts

• Collaborate with partner ecosystem team to drive partner-centric customer engagement, aligning Red Hat use cases to client needs and developing solutions with partners that deliver business value

• Provide customer continuity and account expertise to sales pod for accounts, driving sales performance and positioning Red Hat as a strategic partner

• Collaborate with pod team to achieve success together within territory

• Collaborate with partners and customer success team to understand how customer derives value from Red Hat solutions, support expansion/ retention, and ensure customer meets success criteria outlined in the Value/Success Plan

• Engage Specialist Sales and Specialist Solutions Architect, industry experts, and other specialists to drive end to end sales and deliver customer value as needed

What you will bring:

• Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrix organisation

• Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers

• Strategic orientation and value engineering skills to position and sell solutions to customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)

• Excellent understanding of customers’ business, industry trends, competitive landscape, and Red Hat differentiators and value proposition

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation with key customer stakeholders and partners

• Record in delivering effective and engaging presentations to a variety of audiences

• Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams

• Willingness to travel across the region, following Red Hat’s guidelines

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:

• Accountable for executing Red Hat sales strategy and driving performance and customer success in assigned set of accounts – retaining and growing bookings through partners

• Apply knowledge of use cases and strategic offering value proposition to win new business and identify and execute opportunities to drive upsell, cross-sell, and renewals across Red Hat portfolio, deepening penetration within accounts

• Collaborate with partner ecosystem team to drive partner-centric customer engagement, aligning Red Hat use cases to client needs and developing solutions with partners that deliver business value

• Provide customer continuity and account expertise to sales pod for accounts, driving sales performance and positioning Red Hat as a strategic partner

• Collaborate with pod team to achieve success together within territory

• Collaborate with partners and customer success team to understand how customer derives value from Red Hat solutions, support expansion/ retention, and ensure customer meets success criteria outlined in the Value/Success Plan

• Engage Specialist Sales and Specialist Solutions Architect, industry experts, and other specialists to drive end to end sales and deliver customer value as needed

What you will bring:

• Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrix organisation

• Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers

• Strategic orientation and value engineering skills to position and sell solutions to customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)

• Excellent understanding of customers’ business, industry trends, competitive landscape, and Red Hat differentiators and value proposition

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation with key customer stakeholders and partners

• Record in delivering effective and engaging presentations to a variety of audiences

• Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams

• Willingness to travel across the region, following Red Hat’s guidelines

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 will you do:

• Integrate and use specific industry and technical delivery methodologies, e.g., project management methodologies based on the Project Management Institute (PMI), Red Hat Services project management methodology, system and software development, agile methodologies such as Scrum.

• Assist with project planning, scheduling, monitoring, and reporting activities for Red Hat Services projects.

• Manage project requirements, scope, timelines and perform regular customer cadences

• Establish appropriate metrics for measuring key project criteria; develop project control and reporting procedures and manage changes in operational plans

• Manage project requirements and scope/change management issues

• Develop and effectively present and communicate content

• Plan, schedule, monitor, and report on activities related to projects

• Work in consultation with the Resource Management Office (RMO) to manage project staffing requirements

What will you bring:

• A current active Top Secret Security Clearance in Australia & Australian Citizenship - Essential.

• 2-3 years of experience managing IT or Defence based projects

• At least 10 years of experience in Project Management

• Knowledge of and experience with project management tools and methodologies

• Solid interpersonal, leadership, and analytical skills with business insight

• Experience establishing and contributing to process improvements

• Ability to work both as part of a team and on your own; ability to motivate project team and individual contributors and mediate conflicts

• Excellent customer-facing and internal communication skills

• Solid organisational skills including attention to detail and handling multiple priorities

• Project management certification will be looked upon favourably

• Technical knowledge of, and experience with, Red Hat-related solutions is a plus