Senior Partner Account Manager

Red Hat Australia is looking for a Senior Partner Account Manager to join our Ecosystem team focused on the development and growth of our Ready, Advanced and Premier partners.

Together with and through our most valued ABP/Premier Partners, your role will be to increase Red Hats market reach and deliver greater customer value. By developing and executing joint business plans and initiatives with your set Partners and connecting the relevant stakeholders within Red Hat and the broader Ecosystem to adopt and co-create scalable solutions.

Objective: Build partner capabilitiesandcapacity to maximize growth of their Red Hat practice

Key Outcomes: Develop and execute joint business plans together with the partner leadership to drive joint revenue growth and strengthen relationship with your partner at all levels.

You will be expected to have a solid understanding of the technology ecosystem landscape and a demonstrated partner development track record and a passion for success. This is a senior role reporting to the Senior Sales Manager, Ecosystem, A/NZ.

• Red Hat focal point: Actively assisting the partner navigate Red Hat sales process and structure, serving as focal point for access to Red Hat resources and escalation
• Create joint vision: Demonstrate thought leadership via joint discussions on the business opportunity of leveraging Red Hat technologies to reinforce the value of our partnership with the ABP/Premier partners.
• Understand partner’s business: Understand your partner’s success criteria, strategy, and objectives, manage and lead alignment of those within Red Hat, including acting as a champion with stakeholders.
• Strategic planning: Own partner success with Red Hat and develop joint strategic partnership plans with your nominated partner(s)
• Sales and enablement: Work with partners to promote sales, drive sales including co-selling motions, educate the partners on Red Hat offerings, focus on joint solutions, co-creation of solutions and markets, and opportunities, along with creating and guiding partner sales initiatives
• Technical capability development: Expand the partner(s) sales and technical capability to successfully solution, sell, and promote Red Hat offerings
• Solution selling: Work with your partner(s) to demonstrate how Red Hat solutions and technologies can be integrated into their offerings to deliver a higher return on investment (ROI) and ensure that Red Hat remains top of partners mind. Take responsibility for recruitment of new practice offerings and sales segments within your partner(s)
• Stakeholder engagement: Promote executive engagement and facilitate Quarterly Business Reviews on an ongoing basis to ensure there are key strategies and executive alignment for joint offerings to the ANZ market
• Partners coach: Mentoring the partner on key Red Hat strategies and value-based differentiation so they can confidently face customers.
• Collaboration: Facilitate effective engagement with Red Hat team members and other Ecosystem partners to drive collaboration and innovation.
• Repeatable business: Identify opportunities and help develop offerings and solutions thru co-creation with partners to generate repeatable revenue streams.
• Build Red Hat sales pipeline / manage forecast: Drive development of sales opportunities and manage forecast for Red Hat business at the partner. Provide updates to Red Hat sales teams as needed.
• Budgeting: Plan quarterly partner investments and market development funds (MDF)
• Governance: Establish and track joint business goals and key performance indicators (KPIs); update internal sales tracking system and ensure regular cadence with partner (s)

• 5+ years experience managing System Integrator partnerships or experience in a leadership role within a System Integrator
• Demonstrated ability to develop and maintain executive level relationships with partners
• Ability to develop, maintain, and articulate a joint strategic alliance plan to external and internal stakeholders
• Sound business acumen and the ability to successfully engage the C-suite of potential partners, existing partners, and end customers
• Proven experience entering new markets or significantly growing an existing market on an accelerated curve with a partner-focused approach
• Passion for success; team-focused with the desire to be part of a growing successful business and Ecosystem team
• Accurate forecasting of business opportunities
• Advanced effective selling and co-selling skills
• Entrepreneurial outlook and approach
• Experience with hybrid cloud offerings and solutions
• Excellent communication skills in English
• Willingness to travel up to 25% of the time

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