Territory Partner Account Manager

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference. The Red Hat Partner Ecosystem team seeks a Partner Account Manager (PAM) to join us. 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. Associates in the PAM role are at the heart of our ecosystem mission.

You will be joining a community of partner account professionals who are highly trained and experienced in business, technical and partner selling skills. This role serves not only as a facilitator but also as a key catalyst in driving and achieving Red Hat's goals through partner growth. What Will You Do: ● 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 a set of 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 ○ 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 ● Drive partner enablement on Red Hat products and their use in joint solutions ○ Ensure the partner has sales and technical capability to successfully sell and promote Red Hat offerings ○ Guide partners in building repeatable offerings/IP aligned to TDPs (Technical Decision Points) ○ 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 ○ Educate Partner on RHT Sales plays / TDPs, campaigns, launches, and enablement initiatives ○ Ensure partner certifications and readiness by focus TDPs ○ Work with the partner to develop services capabilities (RHSP) ○ Advocate internally for the partner ○ Partner Program (PEX) management & program leverage including partner specializations ● 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 China Sales Hybrid Professional Beijing, CN