At a Glance
- Tasks: Build strategic partnerships and drive growth with innovative Red Hat solutions.
- Company: Join a leading tech company known for its inclusive culture and partner success.
- Benefits: Flexible work options, competitive salary, and opportunities for professional development.
- Other info: Dynamic role with travel opportunities and a focus on collaboration.
- Why this job: Be a key player in transforming partner ecosystems and making a real impact.
- Qualifications: Experience in partner sales and strong relationship-building skills required.
The predicted salary is between 60000 - 80000 £ per year.
The Red Hat Partner Ecosystem team seeks a Partner Account Manager (PAM) to join us in London or remotely in the south. The Partner Ecosystem Success team is a force multiplier, focusing 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 you will 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.
- Enable Partner-driven Growth and Success.
- Develop and implement strategies to generate new incremental joint pipeline opportunities with partners.
- Identify potential markets and verticals for new pipeline growth in collaboration with partners.
- Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams.
- Track and measure partner-sourced opportunities through a robust deal registration process.
- Assist field sales teams in identifying and developing opportunities through partners.
- Work closely with partners and field sales teams to close deals and achieve sales targets.
- Regularly update and review the opportunity pipeline with partners to ensure alignment and progress.
- 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.
- 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.
- Delivery of six key outcomes which contribute to the success metrics of this role:
- 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.
What you will bring:
- Ecosystem and Partner sales management experience.
- Sales Experience.
- Strong track record of building strategic relationships 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.
- Strength in conflict management.
- Working well in heavily matrixed environments.
- Entrepreneurial spirit.
- Willingness to travel across the region.
- Excellent communication skills in English.
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.
Support for Individuals with Disabilities
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.
Partner Sales Account Manager employer: Red Hat, Inc.
Red Hat is an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation within the Partner Ecosystem team. Employees benefit from extensive training opportunities, a commitment to diversity and inclusion, and the chance to make a significant impact in the tech industry while working in vibrant London or remotely in the south. With a focus on personal and professional growth, Red Hat empowers its employees to build strategic relationships and drive meaningful outcomes alongside partners.
StudySmarter Expert Advice🤫
We think this is how you could land Partner Sales Account Manager
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Partner Sales Account Manager at Red Hat, Inc., presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Red Hat, Inc.. Tailor your message to explain why you’re drawn to them and how you can contribute as a Partner Sales Account Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Partner Sales Account Manager
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Red Hat, Inc.:When writing your cover letter, make sure to tailor your message specifically for Red Hat, Inc.. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Red Hat, Inc.
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Red Hat, Inc. that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Red Hat, Inc. that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Red Hat, Inc.’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
