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About the Role

Lead the strategy, development, and execution for regional ecosystem sales across multiple routes to market in Japan. Drive deeper partner engagement to grow new business and develop partner-led routes. Collaborate with direct sales and product teams, thinking strategically and analytically about business challenges to accelerate Red Hat's vision and sales pipeline. Lead Japan Ecosystem teams, focusing on talent retention, development, and productivity. Applicants must reside in Japan.

Responsibilities

Lead Japan Ecosystem strategy and execution across multiple routes to market, aligning with Japan, APAC, and Global stakeholders.
Drive end-to-end Japan ecosystem performance, managing quarterly execution and out-quarter delivery to meet targets for revenue forecasts, pipeline contribution, and strategic initiatives.
Lead and manage multiple partner-driven business development initiatives consistent with Red Hat's overall strategy.
Collaborate with Practice Leads and account client partners, initiating joint account planning and sales implementation with the Red Hat Field Sales team.
Develop and execute specific plans for Japan regional and industry vertical sales managers and associated industry independent software vendors (ISVs).
Work in collaboration with Red Hat’s Global, APAC, and Japan route to market leaders.
Manage contract negotiation and engage legal counsel as required.

Requirements

10+ years of experience leading high-performing Sales and Channel teams.
Strong experience working in a matrix environment.
10+ years of relevant sales and business development experience with reseller/distribution, cloud, OEM, and System Integrator partners.
7+ years of working knowledge and experience with cloud software, GSI, or Software-as-a-Service (SaaS) vendors and their business models.
Extensive experience developing and managing partnerships for market seeding and revenue generation.
Experience marketing or selling offerings or services in a rapidly evolving, high-growth environment.
Solid people skills with persuasive personal presence and presentation.
Proven record of successfully exceeding targets and winning over competition.
Strong desire to succeed.
Executive presence and communication skills in both English and Japanese.
Willingness to travel up to 50%.

Skills

Leadership
Sales
Channel Management
Business Development
Partnership Management
Contract Negotiation
Strategic Thinking
Analytical Thinking
Relationship Building
Collaboration
Go-to-market planning
People skills
Presentation skills
Communication skills (English)
Communication skills (Japanese)

Location

Japan
Must reside in Japan

Experience Level

Senior Director
10+ years of experience leading Sales and Channel teams
10+ years of relevant sales and business development experience
7+ years of experience with cloud software, GSI, or SaaS vendors

About the Company

Red Hat is the world’s leading provider of enterprise open source software solutions.
Uses a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies.
Associates work flexibly across work environments in 40+ countries.
Encourages associates to bring their best ideas, fostering an open and inclusive environment.
Hires creative, passionate people to contribute ideas, solve complex problems, and make an impact.
Delivers hardened solutions for enterprises to work across platforms and environments, from datacenter to network edge.
Commitment to open source extends beyond technology, fostering collaboration, inclusive communities, and diverse perspectives.
Employs knowledgeable and passionate people in the technology industry.

Equal Opportunity

Red Hat's culture is built on open source principles of transparency, collaboration, and inclusion, empowering people from different backgrounds to share ideas and drive innovation.
Aspiration for everyone to experience this culture with equal opportunity and access, where all voices are heard and celebrated.
Red Hat is an equal opportunity workplace and an affirmative action employer.
Applications are reviewed without regard to 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, and will not pay related fees unless under a written contract.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants; for assistance, email application-assistance@redhat.com.