Red hat Distribution Partner Account Manager 

France, Ile-de-France 

363676368

What you will do:

• Develop and manage long-term strategic relationships with one or more Distribution partners, serving as the primary liaison and the 'face' of Red Hat for those Distributors.

• Serve as a trusted advisor to Distributors, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies.

• Develop and execute joint strategic plans using the CHAMP Methodology.

• Collaborate with Distributors to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals.

• Conduct quarterly and annual business reviews with the Distributors, involving key stakeholders from Red Hat and the partner.

• Identify and help foster relationships between C-level executives at the Distributor organization and Red Hat.

• Encourage partners to commit to joint initiatives by adopting Red Hat products or building them into repeatable solutions.

• Develop a business & value case for the partner to pursue a new joint solution or line of business in collaboration with Red Hat.

• Work with Red Hat teams to demonstrate the value of our products & show how they can be integrated into partner solutions.

• Identify key partner decision-makers and marshal efforts to win their buy-in.

• Promote Partner solutions and capabilities by executing a joint Marketing plan.

• Enable Partner-driven Growth and Success

• Develop and implement strategies to generate new incremental joint pipeline opportunities with partners through Distribution.

• Identify potential markets and verticals for new pipeline growth in collaboration with Distributors.

• Track and measure partner-sourced opportunities through a robust deal registration process.

• Assist field sales teams in identifying and developing opportunities through partners.

• Work closely with partners and field sales teams to close deals and achieve sales targets.

• Regularly update and review the opportunity pipeline with partners to ensure alignment and progress.

• Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business.

• Analyze data to predict trends and inform strategic planning.

• Drive partner enablement on Red Hat products and their use in joint solutions

• Ensure the Distributor has sales and technical capability to successfully sell and promote Red Hat offerings via partners

• Use Distribution to support the partner in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development/Engineering teams.

• Coordinate training and enablement plans for partner service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully.

• Delivery of five key outcomes which contribute to the success metrics of this role

• Increased skills and scale of your partner

• Measurable incremental pipeline through or with your Partners

• Advocacy and increased mindshare for your partners internally and externally

• Joint Case studies and references

• Number of Design wins and repeatable solutions

What you will bring:

• 5 or more years experience in Ecosystem and Partner sales management

• Strong track record of developing and managing successful partner relationships, particularly in Distribution

• Experience working with complex ecosystems.

• Ability to grow channel ecosystem in a multi-product company

• Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat

• Demonstrated experience in driving technology sales and solution adoption with partners

• Strength in conflict management

• Working well in heavily matrixed environments

• Entrepreneurial spirit

• Experience building strategic relationships and developing the business with partners

• Ability to translate partner business needs into joint solutions and manage those initiatives

• Willingness to travel across the region; France

• Excellent communication skills in French and English (fluent)