Senior Manager, Partner Ecosystem Sales Germany (mfd)

About the Job:

The Red Hat Ecosystem organization manages our strategic engagement with our global and local partner environment and is leading the industry relationship between Red Hat and its Ecosystem.

The German Red Hat Ecosystem team is looking for a Head of Ecosystem to join this role you will be responsible to help shape the local ecosystem strategy business generating initiatives and ensure these get executed to drive the expected performance achievement in German. The team is critical in helping our partners increase customer transformation articulate how our solutions help solve their challenges and together deliver customer value and accelerate value for our ecosystem partners.

What you will do:

• Create and deliver a regional (German) go-to-market strategy building on and enabling the EMEA Ecosystem programs and execute against the existing plans we already have in place.

• Deliver on the ecosystem bookings revenue goals and sell-with targets in alignment of EMEA and the German go to market plan.

• Accurately forecast business and take the necessary actions to achieve results.

• Understand the implications of the different relationships with partners and be able to manage the teams proficiently as it relates to all sell to and partner with and even create synergies amongst several partners in collaboration with other required stakeholders.

• Be a key contributor to Red Hats EMEA Ecosystems strategy and initiatives; educate the company about specific needs within German.

• Work in close collaboration with German Country leader segment sales leaders and peers to manage an aligned go to plan.

• Increase the growth and maturity of our regional Partner network across all segments in line with the business needs - including incremental revenue growth and Partner autonomous selling.

• Educate Red Hat and internal strategic partners on our partners capabilities and on the best ways to work with the ecosystem while educating our partners on Red Hats strategy offers and practices.

• Foster a highly collaborative environment between ecosystem partners and Red Hat; be the point of contact and ambassador for our ecosystem partners in Red Hat German.

• Coach develop and enable a team of Partner Sales Managers and other individuals across German to drive business growth incremental revenue and execute with business rigor.

• Develop motivate and lead a team that works with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities.

• Attract develop and retain the best possible team and ensure that they operate and integrate into the successful Red Hat culture.

• Help your team enable and empower the partner community to successfully sell and deliver Red Hat solutions to end users.

• Collaborate actively with peers on the leadership team in region and the EMEA Ecosystem organization to increase Red Hats performance and excellence.

What you will bring:

• Excellent market experience in the region including understanding of partner ecosystem market competitor strategies and programs sales cycles and selling techniques.

• Experience and skills in selling to partners as well as in selling with and through partners and in playing within ecosystem value propositions that combine multiple types of partners together.

• Several years of experience in partner management in a global matrix-ed software organization.

• Proven record of helping develop successful partner fulfilment and go-to-market strategy.

• Global partner experience and understanding of the different channel partner types including global diversity.

• Sales methodology and management experience.

• Solid understanding of how software is used to solve business problems and how cloud technologies are shifting the IT landscape.

• Experience in transforming and enabling partners from a single-product focus to a multi-product and solutions-selling approach.

• Demonstrated ability to plan and set priorities and identify and resolve problems to produce measurable results.

• Insightful understanding of primary business drivers for ecosystem customers.

• Ability to promote strategy and influence change while at the same time being a practical person to make things happen.

• Ability to create strategies using new and innovative ideas that meet Red Hats unique needs.

• Demonstrated knowledge of channel development management strategy and delivery.

• Excellent stakeholder engagement and management experience within a dual line reporting org structure.

• Excellent leadership skills ambassador and role model of Red Hats unique culture.

• Ability to lead with purpose and impact.

• Excellent written and verbal communication skills in English and German.

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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
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