Partner Sales Account Manager

The Red Hat Ecosystem Sales team is looking for an experienced PAM to join us in ANZ. In this role you will oversee the go-to-market activities across our cloud services solutions and managed services portfolio. Youll manage and develop strategic relationships with our partners to guide sustainable long-term growth and accelerate the adoption of our innovative solutions. You will also develop implement and manage joint business plans that identify key growth areas in the partner organization to help increase revenue and capitalize on Red Hat technologies.

What you will do:

Develop and Strengthen Partner Relationships

• Assess validate and recruit new MSP partners including former VMware partners

• Support existing partners in building RH managed services capabilities

• Build and manage direct relationships with key partners (Distribution Premier/Advanced Partners other strategic partners which includes hyperscalers SIs OEMs and ISVs)

Drive Managed Service Business

• Expand Red Hats managed service businessespecially in hybrid to multi-cloud environments across industries and customers

• Align with APACs MSP strategies and key initiatives

• Develop MSP pipeline through co-creation offerings and via marketplace
  

Design and Promote Red Hat Managed Services

• Co-develop next-generation managed services with partners such as:
  Container as a Service (CaaS)

• Automation as a Service (AaaS)

• GPU as a Service (GPUaaS)

Collaborate with Red Hat-wide strategic initiatives including OpenShift Virtualization and AI-related PoCs

Coordinate Across Internal and External Stakeholders

• Align with APAC MSP POD Leader on APAC MSP Strategy and Key Initiatives

• Work cross-functionally with internal teams (APAC Practice Leaders Distribution PAMs Premier/Advanced Partner PAMs other strategic partners PAMs) as well as Account Executives to cascade and drive MSP strategy and key initiatives including staying on top of the KPIs

• Bridge gaps between Red Hats teams regions and partner organizations

• Support execution and evolution of Red Hats ecosystem strategy (reviews planning etc.)

Support Ecosystem Adaptation

• Help partners adapt to the evolving cloud landscape and service models

• Identify introduce and develop Co-creation/Demand Gen/Marketplace with other partners (e.g. ISVs) or develop possible business models (e.g. Cross collaboration with hyperscalers) to provide comprehensive services to customers that addresses whitespace in the market

Lead with a Business Development Focus

• This is not a pure technical/support role but a growth-driven leadership position

• Support partner planning and monetization strategies to drive Red Hats long-term growth

• A high-level role requiring both business and strategic leadership execution and accountability in driving the business

What you will bring:

• Business Development Capability & Strategic Thinking; Ability to position and differentiate the value of RH MSP program compared to commercial and hypersclaler offerings. A development-focused rolenot just sales or technical supportenabling scale through partners

• Direct collaboration and relationship-building with key partners (Distribution Premier/Advanced Partner PAMs other strategic partners)

• Understanding and Advocacy of Cloud-Native Technologies; Support partners in building cloud-native solutions on-prem or in the cloud Ability to support next-gen offerings such as CaaS AaaS GPUaaS

• Alignment with Marketplace and CDSM; Understand and contribute to Red Hats Marketplace strategy Drive CDSM (Co-Developed Solutions Model) initiatives with partners

• Cross-Functional Collaboration Skills; Coordinate and align with multiple internal teams including APJ Cloud and Distribution Practice Distribution PAMs Premier/Advanced Partner PAMs other strategic partner PAMs as well as Account Team

• Serve as a bridge in complex internal and external ecosystems

• Stay ahead of rapid changes in cloud environments - needs to be well versed in the latest technology and requirements but also market trends

• Ideal candidates have both technical capability and business leadership insight

About Red Hat

Red Hat is the worlds leading provider of enterprise open source software solutions using a community-powered approach to deliver high-performing Linux cloud container and Kubernetes technologies. Spread across 40 countries our associates work flexibly across work environments from in-office to office-flex 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.

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.

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