About the job:

Red Hat is seeking a Director to lead our worldwide distribution ecosystem. This is a critical leadership role designed to transform Red Hat’s distribution ecosystem from a financial partnership into a high-scale, operational, and strategic growth engine. This role is accountable for driving a focused distribution strategy, leveraging global distributors to achieve significant growth in the Red Hat sales segments. This role will oversee the integration of global systems, the consolidation of the distribution landscape, and the evolution of the distribution model. 

In this role, you will be responsible for targeted revenue growth, defining processes for scalable engagement between distribution and Red Hat sales teams, promoting and enabling our distributors and their managed partners on Red Hat’s platform, and collaborating with distributors to prioritize  joint development on tooling modernization worldwide.

You will need to work effectively in collaboration with key global stakeholders across the partner ecosystem, Global Sales and IT leadership teams to shape Red Hat’s ability to drive new revenue and scale through our distributors.

What you will do:

• Deliver on the Ecosystem bookings and revenue goals in alignment of global and geo specific go to market plan

• Drive the growth and maturity of our Distribution Partner network across all segments and products in line with the business needs.

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

• Educate Red Hat internal stakeholders on our partners’ capabilities and on the best ways to work with distribution worldwide

• Foster a highly collaborative environment between Ecosystem Partners and Red Hat. You will be the liaison and ambassador for our Ecosystem partners inside Red Hat

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

• Work closely with the Ecosystem Program and IT to deliver program and tooling to improve distribution autonomy

• Coach, develop and enable a global and multi-cultural team of Partner Account Managers and other functions 

• Develop, motivate and lead an organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities

• Collaborating actively with peers on the leadership team to drive Red Hat’s performance and excellence

What you will bring:

• Bachelor’s degree; MBA or postgraduate degree is a plus

• Excellent market experience including an understanding of partner ecosystem market, competitor strategies & programs, sales cycles and selling techniques

• Years in partner management in a global, matrixed software organization

• Proven record of helping develop a partner strategy

• Global partner experience and an understanding of the different channel partner types

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

• Transforming and enabling partners from a single-product focus to a multi-product and solution-selling approach

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

• This leader must have the ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.

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

• Translating concepts, summarizing and communicating complex ideas, and clearly articulating business value with a strong sense of how partners think, operate, and deliver end-user value

• Excellent networking skills to uncover partner opportunities, as well as resources that benefit the partner organization and Red Hat

• Strong leadership skills, ambassador and role model of Red Hat’s unique culture

• Leading with purpose and impact 

The salary range for this position is $272,500.00 - $463,140.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experie