Program Manager - Ecosystem Deal and Opportunity Lifecycle
Program Manager - Ecosystem Deal and Opportunity Lifecycle
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Job Description
Red Hat is a leading provider of open source solutions empowering enterprises to innovate and transform their businesses. We foster a culture of collaboration and community and were looking for a Program Manager to join our Partner Engagement Experience and Programs team.
As a Deal and Opportunity Lead Program Manager at Red Hat you will play a pivotal role in enhancing the partner engagement experience while driving a programmatic approach to joint selling with transacting and serviceoriented partners. You will be responsible for the endtoend processdesign implementation and optimizationof scalable frameworks for managing deal registration opportunity orchestration lead passing and tooling development to streamline partner engagement. This role focuses on enabling strategic collaboration with key partners while fostering independence and accountability within defined customer sets.
By analyzing and optimizing partnerled deal structures you will ensure impactful engagement processes that deliver measurable results for both Red Hat and its partners. Additionally you will work closely with Core Business Platforms Team who owns our Partner Relationship Management Tooling (PRM) to develop and implement the necessary tools to operationalize your designs ensuring scalability and effectiveness.
What you will do:
Deal Registration Management:
Evolve and optimize the deal registration process to maintain program integrity ensuring partners are recognized and rewarded throughout the deal lifecycle.
Design mechanisms to align deal registration workflows with strategic jointselling objectives.
Programmatic JointSelling Strategy Development:
Develop and execute endtoend scalable frameworks for joint selling with transacting and serviceoriented partners ensuring seamless alignment with Red Hats strategic goals.
Define and refine jointselling processes to ensure alignment between partners and Red Hats sales teams improving efficiency and outcomes. This covers all ecosystem selling motions including Sell with and Sell through)
Continuously optimize partnering motions across all ecosystems including sell with and sell through to improve partner engagement and support joint business goals.
Opportunity and Deal Orchestration Process improvement & Tooling Automation:
Evaluate and streamline partnerled deals and opportunities within Red Hats sales framework focusing on improving partner autonomy and within targeted customer groups.
Collaborate with internal partner teams across Global and Geo) to ensure effective opportunity management and alignment with strategic goals.
Build processes that drive GTM engagement with key partner ecosystems to build reliance on strategic partners for defined customer accounts.
Facilitate a collaborative and structured approach to partner engagement enabling higher levels of autonomy and trust in their .
Collaborate with tooling teams (PRM) to implement tools and systems that operationalize jointselling designs and streamline partner engagement processes.
Lead Passing Program Management:
Oversee lead passing programs in partnership with marketing ensuring the effective implementation monitoring and measurement of policy adherence process efficiency and ROI.
Identify and implement opportunities for continuous improvement in lead distribution and performance.
Rules of Engagement Design and Management:
Develop maintain and communicate clear actionable rules of engagement to minimize friction between partners and Red Hat teams.
Provide training and enablement to ensure understanding and compliance across internal and partner stakeholders.
Compliance and Dispute Resolution:
Partner with the legal team and sales operations to ensure compliance with regulations and address deal disputes effectively.
Regularly update and refine rules of engagement and deal processes based on feedback legal requirements and evolving business needs.
Performance Tracking and Optimization:
Establish KPIs and metrics to measure the success of deal orchestration lead passing and jointselling initiatives.
Track deal conflicts and performance trends by geography providing quarterly updates to drive accountability and optimization.
Use datadriven insights to refine partner engagement processes and foster greater reliance on strategic partner ecosystems.
Guidance and Communication:
Serve as a key point of contact within Red Hat ensuring clarity and alignment on partner GTM processes.
Facilitate structured and collaborative partner engagement approaches enabling higher levels of autonomy and trust in .
What you will bring:
Bachelors degree in Business Management or a related field; MBA preferred.
7 years of experience in program management sales operations or partner management with a focus on deal and opportunity leadership.
Proven ability to design implement and optimize programmatic approaches to joint selling and partner engagement.
Experience collaborating with tooling teams (e.g. PRM) to implement scalable systems and processes.
Strong analytical and project management skills with experience managing complex processes and conducting datadriven optimizations.
Excellent communication and interpersonal skills capable of conveying complex information clearly to diverse stakeholders.
Experience developing and managing rules of engagement partner enablement and scalable frameworks for collaboration.
Familiarity with compliance and legal considerations related to sales and partnerships.
Collaborative resultsdriven and capable of balancing strategic vision with tactical .
Ability to work crossfunctionally manage competing priorities and thrive in a dynamic fastpaced environment.
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 Hats compensation package. This position may also be eligible for bonus commission and/or equity. For positions with RemoteUS 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 worlds leading provider of enterprise open source software solutions using a communitypowered approach to deliver highperforming Linux cloud container and Kubernetes technologies. Spread across 40 countries our associates work flexibly across work environments from inoffice to officeflex 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. Were 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 Hats 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.
Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for and will not pay any fees commissions or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application email . General inquiries such as those regarding the status of a job application will not receive a reply.
Required Experience:
Manager
Employment Type
Full-Time
