Germany Job Openings

Red Hat, Inc.

Global Partner Sales Account Manager - Germany (m/f/d)

FULL TIME

August 30, 2024

Job Summary

The Global Red Hat Partner Ecosystem team is looking for a Partner Sales Account Manager to join us in Germany, Switzerland, Netherlands, France or Czech Republic in one of our local offices.

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.

In this role, you will develop and manage the go-to-market with the key SAP ecosystem partners globallly.You will work to help the partners 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 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.

What you will do

Develop and manage a long-term strategic relationship with key SAP Ecosystem partners
Conduct quarterly and annual business reviews with the partners, 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
Build, manage, and grow a portfolio of collaboration opportunities with the partners
Forecast and manage the partners impact on Red Hat Revenue, both sell-through and sell with
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 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
Facilitate 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
Support the partners in building or integrating Red Hat products into their solutions, working with both Partner and Red Hat Development/Engineering teams
Coordinate training and enablement plans for the partners 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 the partners for Red Hat offerings and joint solutions
Set strategies for increasing Red Hat’s presence in the partner’s customer accounts
Facilitate bi-directional lead pass and coordinate introductions between the partners and Red Hat customer account teams
Maximize the ROI and use of Red Hat resources and investment for joint success
Delivery on key outcomes which contribute to the success metrics of this role

What you will bring

10+ years Ecosystem and Partner sales management experience with global and industry-leading partners
Proven existing network within Global and local system integrators and hyperscalers
Ability to grow global and regional partners in a multi-product company
Experience ensuring results through business partners and the ability to inspire the partners executive trust in Red Hat
Demonstrated experience in driving technology sales and solution adoption with partners, including ISVs, System Integrators and Cloud 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 regions as per business needs
Excellent communication skills in English.
Willingness to travel local and globally 40 -45%

#LR-MR3

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 have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Diversity, Equity & 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 diverse 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 of diversity 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.

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.

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