Partner Account Manager

2 months ago

Halifax, Canada Red Hat Software Full time

About the job:
The Red Hat Partner Ecosystem team is looking for a Partner Account Manager (PAM) to join us in Nova Scotia, Canada. 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 that are highly trained and experienced in business, technical and partner selling skills. In this role, you will develop and manage long-term strategic relationships with a set of partners. You will work to help the partner and Red Hat achieve joint commercial success. You will own or oversee: building a portfolio of collaboration opportunities with the partners, persuading partners to adopt Red Hat technologies and build them into repeatable solutions, enabling partners to build with, use, and sell our products, developing joint business and go-to-market plans, and helping partners to jointly go-to-market alongside Red Hat field sales.

What you will do:

- Develop and manage a long-term strategic relationship with one or more partners. Be the
‘face’ of Red Hat for those partners and a single entryway to the company.
- Conduct quarterly and annual business reviews with the partner, promote executive
engagement on an ongoing basis.
- Establish and track joint strategy, business goals, plans, and key performance indicators
(KPIs) using the CHAMP Methodology.
- Build, manage, and grow a portfolio of collaboration opportunities with the partners.
- Deeply understand both Red Hat’s product portfolio and your partners’ businesses to
identify potential areas of collaboration.
- Activate critical stakeholders across Red Hat and the partners to develop potential
opportunities into viable business ideas.
- Persuade partners to commit to joint ideas by adopting Red Hat products or building them into
repeatable solutions.
- Facilitate 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.
- Catalyze incremental Red Hat sales through go-to-market efforts and execution of joint
commercial success.
- Deliver on six key outcomes which contribute to the success metrics of this role: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, and increased commitment and impact from partner.

What you will bring:

- Ecosystem and Partner sales management experience
- Ability to grow channel ecosystem in multi-product company
- Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat

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