Distribution Partner Account Manager

The Red Hat Partner Ecosystem team seeks a Distribution Partner Account Manager (DPAM) to join us in Paris France. 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 DPAM 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 Hats goals through distribution and partner growth. We are looking for a partner account manager to be focused on the authorised distributors for our French market.

What you will do:

• Develop and manage longterm strategic relationships with one or more Distribution partners serving as the primary liaison and the face of Red Hat for those Distributors.

  • Serve as a trusted advisor to Distributors providing guidance on Red Hat technologies market opportunities and joint gotomarket strategies.

  • Develop and execute joint strategic plans using the CHAMP Methodology.

  • Collaborate with Distributors 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 Distributors involving key stakeholders from Red Hat and the partner.

  • Identify and help foster relationships between Clevel executives at the Distributor organization and Red Hat.

• Encourage partners to commit to joint initiatives by adopting Red Hat products 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.

  • Work with Red Hat teams to demonstrate the value of our products & show how they can be integrated into partner solutions.

  • Identify key partner decisionmakers and marshal efforts to win their buyin.

  • Promote Partner solutions and capabilities by executing a joint Marketing plan.

• Enable Partnerdriven Growth and Success

  • Develop and implement strategies to generate new incremental joint pipeline opportunities with partners through Distribution.

  • Identify potential markets and verticals for new pipeline growth in collaboration with Distributors.

  • Track and measure partnersourced 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 partnergenerated opportunities and sales back to the business.

  • Analyze data to predict trends and inform strategic planning.

• Drive partner enablement on Red Hat products and their use in joint solutions

  • Ensure the Distributor has sales and technical capability to successfully sell and promote Red Hat offerings via partners

  • Use Distribution to 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 five 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

  • 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:

• 5 or more years experience in Ecosystem and Partner sales management

• Strong track record of developing and managing successful partner relationships particularly in Distribution

• Experience working with complex ecosystems.

• Ability to grow channel ecosystem in a multiproduct 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

• Experience building strategic relationships and developing the business with partners

• Ability to translate partner business needs into joint solutions and manage those initiatives

• Willingness to travel across the region; France

• Excellent communication skills in French and English (fluent)

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.

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.

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