Cloud Market Place Partner Account Manager

Red Hat is the world’s leading provider of enterprise open source software solutions, and they are seeking a Global Cloud Marketplace Partner Account Manager to join their team. This role focuses on building strategic relationships with partners and driving cloud marketplace strategies to accelerate business growth.

Responsibilities:

• Develop and manage long-term strategic relationships with multiple partners, serving as the primary liaison and the 'face' of Red Hat for those marketplace organizations
• Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies
• Align stakeholders across Red Hat to gain consensus and prioritize the Global Cloud team’s requirements using data driven business analysis
• Develop and execute joint strategic plans in conjunction with the BUs
• 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
• Lead the Marketplace business discussions (alongside the hyperscaler PAMs) during 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
• Drive cloud marketplace strategy for Red Hat partners
• Communicate partner profitability through the hyperscaler marketplaces
• Work closely with Regional PAM and the Partner Learning teams to enable select partners to resell Red Hat software
• Understand and articulate the various marketplace programs available to partners and end customers
• Highlight wins and lessons learned on a quarterly basis
• Drive distribution led private offer motions, working closely with Red Hat’s Global Distribution Organization
• Work closely with Red Hat Sales, Legal, Finance, Business Architecture and the BUs to ensure proper execution of cloud marketplace sales
• Develop a business & value case for Red Hat to pursue a new joint solution or listing
• Use data driven insights to adapt the execution based on market demands
• 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
• Foster collaboration with Red Hat Services, SPP program goals, certification of resources and building both capabilities and capacity
• 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
• Track and measure partner-sourced opportunities through a robust deal registration process
• Collaborate with partners and Red Hat field sales to accelerate and drive closure for key strategic opportunities to achieve sales targets
• 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 - leading to autonomous selling and incremental revenue growth

Requirements:

• Strong track record of building strategic relationships, specifically in the software and services industries, 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
• Works well in heavily matrixed environments
• Willingness to travel across geo up to 50%
• Excellent communication skills in English