GSI Partner Account Manager

Job description

• Our Global Ecosystem Sales team is looking for a Partner Sales Account Manager to join us in Delhi, or Bengaluru. In this role, you will guide executive interactions, sales development and g-to-market alignment with your partners.
• You will need to build partnership plans which enable partner success through the development of a get-to-market and go-to-market plan. In this role, you will also need to work closely with the solution architect team to develop sustainable partner solution offerings with Red Hat technology that scale from infrastructure through cloud applications and services. The role requires a working knowledge of the SaaS business models and positioning the value of subscription services with the key partners. This individual will also be required to carry a consistent cadence with the Red Hat regions and create visibility within RH and with the partners on the partnership opportunities.

What you will do

• Develop and carry out global system integrator (GSI) alliance strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offerings
• Build and maintain executive relationships with leaders of key GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs)
• Work with the Global SI Alliance team to understand and support the overall strategy and goals
• Represent Red Hat and the GSI alliances as a spokesperson subject matter expert and presenter at internal and external events
• Serve as an escalation point to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses
• Obtain critical consensus for Red Hat by positioning, educating, and marketing Red Hat's value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offerings
• Lead the development and communication of the partnership performance analysis (financial performance, key metrics, and related insight)
• Work closely with in-country sales teams to guide collaboration and engagements with global SI teams
• Persuade partners to commit to joint ideas by adopting Red Hat products or building them into repeatable solutions
• Facilitate partner enablement on Red Hat products and their use in joint solutions
• Coordinate training and enablement plans for partner service delivery teams, ensure sufficient technical enablement to deliver Red Hat products successfully
• Catalyze Incremental Red Hat sales through go-to-market efforts and execution of joint commercial success
• Delivery on six key outcomes which contribute to the success metrics of this role: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, and increased commitment and impact from partner

What you will bring

• 10+ years of experience in alliances, business development and sales, and product management
• Proven record of guiding virtual teams and delivering results
• Previous experience working with teams spread across multiple geographies and multiple business functions.
• Knowledge of Red Hat, Open Source, Linux, Middleware, and cloud or other software technologies (Red Hat OpenStack Platform, KVM, containers, Docker, cloud networking, etc.)
• Excellent written and verbal communication skills to improve collaboration across countries and between global stakeholders
• Good planning and analytical skills with a proven ability to apply these skills to complex situations with conflicting priorities
• Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations
• Masters degree in Business Administration or Engineering is preferred