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.

#LI-AM4

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 enterprise open 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
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