AI Ecosystem Sales Specialist

Job description

What will you do

• Serve as singular accountability at the platform level across multiple partner types in Ecosystem; responsible for Geo Ecosystem platform targets such as # of RHEL AI POCs.
• Supports Platform Leaders by translating Global/Geo platform strategy into Ecosystem execution, working with Geo Ecosystem leaders and/or PAMs to develop accountability plans and metrics for relevant routes-to-market in support of overall objectives of the platform. This will include the ownership and/or coordination of the following
• Developing lead pass and qualification process for Red Hat AI opportunities to AI Platform team across multiple routes to market (SI, Cloud, OEM, etc.)
• Support local development and rollout of partner value proposition, communication plans, and enablement for platform initiatives in Ecosystem in Geo in coordination with Platform Leader.
• Supporting the OEM team in enabling OEM partners to identify Red Hat AI leads and drive attach motion. Supporting the development of joint value proposition and co-sell plans with Accelerators.
• Working with Cloud team to ensure RHEL AI product availability in Geo cloud marketplace and support enablement of cloud partners and resellers on opportunity identification.
• Working with Geo Ecosystem leaders to identify top SI partners in Geo and support the build out of lab capability, ramp up & enablement, and co-sell activities towards a goal of self-sufficiency.
• Technical thought leader on AI supporting executive-level partner conversations; responsible for supporting the recruitment of strategic partners for AI initiatives as agreed upon by Platform Leaders and Geo Ecosystem leadership.
• On a regular basis, aggregate platform-level Ecosystem metrics to include indirect performance by route and partner; analyze information and report on trends to Geo Platform Leader.
• Collaborate with the Global and Geo OpenShift Platform Leader for sales strategy and execution, to include ensuring Ecosystem strategy aligns with and complements direct sales strategy; Collaborate with the Global Ecosystem RHEL, Ansible, and AI Platform Leaders when joint GTMs may be required to simplify our offerings from the customer point of view.
• Represent Ecosystem in the monthly Business Leadership Team (BLT) meeting and/or Interlocks.
• Differentiation with Platform Leaders
• Focused on Ecosystem platform targets and KPIs towards overall platform performance (i.e. 200 of 1,000 RHEL AI POCs).
• Works across multiple routes-to-market (Distribution, SI, Cloud, OEM, ISV) to build a singular, coordinated plan in Ecosystem.
• In-depth understanding of Ecosystem frameworks, incentives programs, systems, and measurements and ability to architect initiatives in Ecosystem in support of overall platform strategy.
• Compensated on indirect platform goal.
• Reports to AI platform leader.

What you will bring

• 10+ years experience in a senior sales capacity in a technology sales environment.
• Strong technical and business background with a track record of leading cross-functional teams and delivering on complex projects.
• Proven track record of managing direct and indirect teams, as well as strong cross functional collaboration skills, with a proven track record of success.
• Experience in Linux, Kubernetes, and cloud platforms like AWS, Azure, or Google Cloud.
• Extensive knowledge of the AI market, use cases, competitors and value.
• Experience building and/or contributing to pre-sales material and process creation.
• Ability to present to and have conversations at multiple levels with a customer from developers and architects to infrastructure and operations teams, to strategic executives and C-level management.
• Experience with a digital transformation effort as part of sales, consulting or as a customer.
• Strong understanding of AI market opportunities, the competitive landscape and deep technical expertise in AI solutions and related technologies, trends, and concepts.
• Bachelor's degree (or US foreign equivalent) in computer information systems, computer science or related field.
• Willingness to travel up to 50% of the time, following Red Hats established travel and expense policies.