Senior Director, IBM Strategic Partner Management

The Red Hat Global Enterprise Sales organization is looking for an executive to lead the IBM / Red Hat Strategic Partnership. In this role you will lead the overall go-to-market and sales strategy, delivery, and performance of Red Hat’s co-selling efforts with IBM in Red Hat’s Enterprise segment. The strategic priority of this role is to establish Red Hat as the open, hybrid cloud platform upon which IBM takes its products and services to market and to facilitate a vibrant co‑selling, go‑to‑market between Red Hat and IBM. The primary measure of success is the total ACV and ARR for Red Hat products and services, delivered in conjunction with IBM in collaboration with all Red Hat and IBM business units, geographies, customer sets, and business partners. This role cultivates a relationship with IBM while ensuring neutrality, the rules of engagement and championing Red Hat’s unique identity in the marketplace. This position reports to the Vice President, Global Enterprise Sales.

What You Will Do

• Focus on driving incremental business with IBM across Red Hat’s Enterprise, Commercial and Telco accounts, based on IBM's segmentation of Enterprise, Strategic and Horizon accounts, to deliver on ACV and ARR for Red Hat products and services for all Geos and BUs.
• Develop and evolve the Red Hat/IBM strategy and fulfill key programs and initiatives.
• Collaborate with IBM and Red Hat BUs to define high value customer TDPs and sales plays.
• Collaborate with Finance and Sales Operations to lead annual planning and quota setting process.
• Define success metrics by play, monitor progress weekly and report performance to senior management.
• Provide feedback to BUs and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
• Provide guidance and support to the Ecosystem, Products and Engineering and IBM BUs, as needed, regarding offering strategies and evolution i.e., Cloud Paks, systems offerings, and joint services offerings.
• Align and agree on sales objectives and initiatives by geo, BU and customer set. Ensure ownership by named leaders in both organizations.
• Collaborate with IBM to create high impact incentive schemes that motivate field associates in all appropriate organizations.
• Map Red Hat coverage model to IBM coverage segments.
• Ensure Red Hat geo teams maintain staffing and resourcing to manage programs and customer fulfillment for IBM accounts.
• Deploy holistic account planning process to develop account strategy, financial targets and milestones.
• Lead key senior executive engagements with SVPs in IBM and Red Hat to increase success, collaboration and teamwork.
• Personally engage with customers on key sales pursuits.
• Mobilize and lead resources cross functionally across Red Hat and IBM to support sales team wins.
• Work with Red Hat and IBM Enablement to build skills in the field needed to create value propositions, articulate product value, and differentiate against competition.
• Build awareness across both IBM and Red Hat regarding key plays, incentives and customer wins.
• Speak at internal and external events to evangelize RH/IBM value propositions and positioning.
• Accurately forecast sales and revenue delivery.
• Provide global approvals in partnership with CLT, Finance and Global Enterprise VP.

What You Will Bring

• 15+ years global leadership experience selling software or service infrastructure solutions with extensive Red Hat field sales and services leadership experience.
• Broad Red Hat portfolio knowledge is required in addition to possessing a solid understanding of IBM’s portfolio and go-to-market structure, plays and ways of working.
• Demonstrated track‑record of building and leading high‑performing, geographically‑dispersed, multifaceted teams.
• Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology and the complexity of effective architecture/integration of solutions.
• Successful history of direct net new business sales with proven ability to deliver against targets.
• Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers and drive results.
• Demonstrated ability to execute on the sales strategy and value proposition for Enterprise organizations within their respective geo ensuring alignment with broader organizational/product strategies.
• Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models and improved customer engagement.
• Strong communication skills used to articulate long‑term direction and collaborate with the team on how to reach it in a matrixed organization, to gain alignment and teaming momentum.
• Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success.
• Solid operational aptitude to analyze performance, anticipate business needs and align resources, and action plans needed to succeed.
• Must be able to raise the level of overall organizational performance and capability through mentorship, professional development and comprehensive skills enhancement.
• Technical degree or business degree; MBA is preferred.

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!

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.