Senior Partner Sales Account Manager - Global System Integrators
About the Job
The Red Hat Partner Ecosystem team seeks a Senior Partner Sales Account Manager to join us in Milan or Rome, Italy. The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products, or sell their solutions to end customers.
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. This role serves not only as a facilitator but also as a key catalyst in driving and achieving Red Hat's goals through partner growth.
We are looking for a Senior PAM to be focused on our Global System Integrator partners in Italy with a current focus on top GSIs.
What you will do:
Develop and manage long-term strategic relationships with those partners, serving as the primary liaison and the 'face' of Red Hat for those partners.
Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies.
Develop and execute joint strategic plans using Red Hat’s Partner Success Planning Tools and methodology.
Collaborate with partners 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 partners, involving key stakeholders from Red Hat and the partners.
Identify and help foster relationships between C-level executives at the partners organization and Red Hat.
Encourage partners to commit to joint initiatives by adopting Red Hat products, promoting / selling to their customers or building them into repeatable solutions.
Develop a business & value case for the partners to pursue a new joint solution or line of business in collaboration with Red Hat.
Collaborate with the partners to showcase the value of our products, highlighting how they can be seamlessly integrated into their solutions to address their customers' business challenges and drive meaningful outcomes.
Identify key partners, decision-makers and marshal efforts to win their buy-in, investment and business growth focus.
Promote the partners solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat
Enable Partner-driven Growth and Success
Develop and implement strategies to generate new incremental joint pipeline opportunities with partners to include reporting on performance (pipeline, certifications, revenue)
Identify potential markets and verticals for new pipeline growth in collaboration with partners.
Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams.
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.
Leverage the Red Hat Partner Program to build the partners loyalty, focus, commitment and incremental revenue growth - leading to autonomous selling and incremental revenue growth
Drive partner enablement on Red Hat products and their use in joint solutions
Ensure the partners have sales and technical capability to successfully sell and promote Red Hat offerings
Guide partners in building repeatable offerings/IP aligned to TDPs (Technical Decision Points)
Support the partners 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 partners service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully.
Educate the partners on Red Hat Sales plays / TDPs, campaigns, launches, and enablement initiatives
Ensure partner certifications and readiness by focus TDPs
Work with the partners to develop services capabilities (Red Hat Specialized Partner - RHSP)
Advocate internally for the partners
Partner Program management & program leverage including RHSP
Delivery of key outcomes which contribute to the success metrics of this role
Increased skills and scale of your partners
Measurable incremental pipeline through or with your partners
Achievement of annual recurring revenue targets, 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:
Strong track record of building strategic relationships and developing the business with Global System Integrators, coupled with the ability to create joint business plans that deliver measurable outcomes.
Proven history of consistently meeting and exceeding revenue targets through effective partner collaboration.
Ability to translate partner business needs into joint solutions and manage those initiatives.
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.
Works well in heavily matrixed environments.
Willingness to travel across geo up to 50%;
Excellent communication skills in Italian and English.
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 alignment. Annual/hourly salary is one component of Red Hat’s compensation package. This position may also be eligible for variable incentive bonus, sales commission, and/or equity.
About Red Hat
Red Hat is the world’s leading provider of enterpriseopen 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.
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.