Red hat Partner Sales Account Manager 

United States, Massachusetts, Boston 

462542086

About the job

Associates in the PAM role are at the heart of our ecosystem mission. You will be joining a community of partner account professionals who are highly trained and experienced in business, technical, and partner selling skills. In this role, you will develop and manage long-term strategic relationships with a set of partners. You will work to help the partner and Red Hat achieve joint commercial success. You will own or oversee: building a portfolio of collaboration opportunities with the partners, persuading partners to adopt Red Hat technologies and build them into repeatable solutions, enabling partners to build with, use, and sell our products, developing joint business and go-to-market plans, and helping partners to jointly go-to-market alongside Red Hat field sales. We are looking for a partner account manager to be focused on key identified solution providers.

What you will do

• Develop and manage a long-term strategic relationship with one or more partners. Be the ‘face’ of Red Hat for those partners and a single entryway to the company

• Conduct quarterly and annual business reviews with the partner, promote executive engagement on an ongoing basis

• Establish and track joint strategy, business goals, plans, and key performance indicators (KPIs) using the CHAMP Methodology

• Facilitate escalation & resolution of partner’s problems or blockers within Red Hat

• Be the guardian of the rules of engagement in the field.

• Incentivize partners to create a RH Service Practice and create a long term

• relationship

• Build, manage, and grow a portfolio of collaboration opportunities with the partners

• Deeply understand both Red Hat’s product portfolio and your partners’ businesses to identify potential areas of collaboration

• Activate critical stakeholders across Red Hat and the partners to develop potential

• opportunities into viable business ideas

• Persuade partners to commit to joint ideas 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

• Collaborate with other verticals to help promote their business objectives through the partner ecosystem

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

• Ensure the partner has sales and technical capability to successfully sell and promote Red Hat offerings

• 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, ensure sufficient technical enablement to deliver Red Hat products successfully

• Catalyze Incremental Red Hat sales through go-to-market efforts and execution of joint commercial success

• Develop joint GTM plans with partner for Red Hat offerings and joint solutions

• Set strategies for increasing Red Hat’s presence in partner’s customer accounts

• Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams

• Maximize the ROI and use of Red Hat resources and investment for joint success.

• Delivery on six key outcomes which contribute to the success metrics of this role: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, increased commitment and impact from partner

What you will bring

• 10+ years ecosystem and partner sales management experience

• Ability to grow channel ecosystem in 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

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

• Willingness to travel across the region

• Excellent communication skills in English

The salary range for this position is $182,240.00 - $300,720.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

● 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