Partner Account Manager

Role Overview

• Support the development and execution of Partner Success Plans (PSPs) to ensure partners are investing in the right areas to drive mutual growth.
• Manage day-to-day relationships with key strategic partners, acting as a point of contact and internal advocate.
• Communicate the value of the Red Hat partnership and how open source technologies create business opportunities for partners and their customers.
• Participate in regular partner business reviews, helping to track performance and identify growth opportunities.
• Push for capability build (skills, certifications, offerings, GTM motion).
• Challenge low-yield partnerships and elevate high-growth ones.
• Secure executive-level commitment to joint outcomes.
• Drive structured programs that convert partner capability into customer demand.
• Co-create campaigns with hyperscalers, ISVs, SIs, and distributors.
• Activate joint solution narratives (industry + workload + use case led).
• Orchestrate field alignment so partners are consistently visible in-market.
• Turn capability into repeatable motions, not one-off deals.
• Assist in coordinating co-sell activities between partner sellers and Red Hat field sales teams to ensure smooth execution.
• Help partners navigate Red Hat's internal sales processes, resources, and organisational structures.
• Maintain accurate records of partner activities, pipeline, and forecasts within Salesforce CRM.
• Support partner enablement initiatives, ensuring partners have access to the training, certifications, and tools needed to position and sell Red Hat solutions.
• Develop an understanding of how Red Hat products serve as foundational building blocks within multi-vendor technology stacks.
• Assist in co-creating solution offerings by collaborating with partner sales and technical teams and internal Red Hat resources.
• Facilitate partner participation in Red Hat events, roadshows, and joint marketing initiatives across the ANZ region.
• Support the management of partner investments including Market Development Funds (MDF) and co-marketing activities.
• Assist in resolving partner-related escalations to maintain healthy and productive partnerships.
• Collaborate with other Red Hat business units to support broader regional objectives.
• Provide regular updates and reporting to Ecosystem Sales leadership on partner activities and performance.

Requirements

• 5-7 years of experience in sales, partner management, inside sales, or a related customer/partner-facing role within the technology sector.
• Exposure to or interest in enterprise software, cloud infrastructure, open source technologies, or managed services.
• Familiarity with the Australian IT partner landscape is advantageous; a willingness to learn is essential.
• Experience working in a matrixed or cross-functional environment is a plus.
• Tertiary qualification in Business, Commerce, Information Technology, or a related field.

Tech Stack

• Cloud
• Open Source

Benefits

• Flexible work arrangements
• Professional development opportunities