Global Cloud Marketplace Partner Account Manager (PAM)

About the role:

The Red Hat Global Cloud 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.

We are looking for a Partner Account Manager to focus on accelerating Red Hat business through the marketplaces of AWS, Microsoft Azure and Google Cloud Platform.

What you will do:

• 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

What  you will bring:

• 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

HOW WILL YOU BE MEASURED?

• Increased skills and scale of your partner

• Measurable incremental pipeline through or with your Partners

• Achievement of annual recurring revenue targets, through or with your Partners

• Advocacy and increased mindshare for your partners internally and externally

• Joint Case studies and references 

• Number of Design wins and repeatable solutions

The salary range for this position is $221,330.00 - $365,160.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

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 work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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.

Benefits
●    Comprehensive medical, dental, and vision coverage
●    Flexible Spending Account - healthcare and dependent care
●    Health Savings Account - high deductible medical plan
●    Retirement 401(k) with employer match
●    Paid time off and holidays
●    Paid parental leave plans for all new parents
●    Leave benefits including disability, paid family medical leave, and paid military leave
●    Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

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 different 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 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.

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