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About the Role

The Red Hat Partner Ecosystem team seeks a Partner Account Manager (PAM) to grow and enable a vital ecosystem of partners who use Red Hat technology, 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, serving as a key catalyst in driving and achieving Red Hat's goals through partner growth.

Responsibilities

• Develop and manage long-term strategic relationships with one or more 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 Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals.
• Conduct quarterly and annual business reviews with the partner, involving key stakeholders from Red Hat and the partner.
• Identify and help foster relationships between C-level executives at the partner 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 partner to pursue a new joint solution or line of business in collaboration with Red Hat.
• Collaborate with the partner 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 partner decision-makers and marshal efforts to win their buy-in, investment, and business growth focus.
• Promote Partner solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat.
• Develop and implement strategies to generate new incremental joint pipeline opportunities with partners.
• 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 partner loyalty, focus, commitment, and incremental revenue growth.
• 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 to ensure sufficient technical enablement to deliver Red Hat products successfully.
• Deliver six 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, 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.

Requirements

• Ecosystem and Partner sales management experience
• Sales Experience
• Strong track record of building strategic relationships and developing the business with partners, 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
• Strength in conflict management
• Working well in heavily matrixed environments
• Entrepreneurial spirit
• Willingness to travel across the region
• Excellent communication skills in English

Location

• London
• Remote (South)

Work Type

• Remote
• Office-flex

About the Company

• 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.
• We are the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes.
• We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge.
• At Red Hat, our commitment to open source extends beyond technology into virtually everything we do.
• We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role.
• It’s what makes us who we are.
• Some of the most knowledgeable and passionate people in the technology industry work here.
• Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.

Equal Opportunity

• 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.
• 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.
• Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies.
• We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.
• Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants.
• If you need assistance completing our online job application, email application-assistance@redhat.com.
• General inquiries, such as those regarding the status of a job application, will not receive a reply.