Sales Account Manager 3

Job Description

About the job:

The Red Hat Commercial Sales team is looking for a Partner Sales Executive to join us in the Central Region. In this role, you'll promote sales, ensure customer satisfaction, and manage partner engagement within your assigned territory to close deals. You will develop and maintain relationships with our internal Ecosystem team and with our partners, regional and global system integrators (SIs), and independent software vendors (ISVs). As a Partner Sales Executive, you will serve as a Red Hat ambassador and a subject matter expert for business-related challenges of our commercial customer base and articulate the value of Red Hat solutions to your partner sales counterparts. Successful applicants must reside in a state where Red Hat is registered to do business.

What you will do:

• Guide Red Hat’s revenue and customer value by connecting aligned partners with the right capabilities to solve customer needs to sales opportunities, through joint account planning, lead sharing, and marketing and demand-generation activities
• Attain pod quota for new acquisitions, expansion, and renewals by forecasting and driving partner deal pipeline progression, deal status, and performance
• Develop joint account plans with partner account managers and partners to guide customer demand and consumption; identify whitespace and acquisition targets and expand existing accounts to new use cases and workloads
• Deliver and integrate partner expertise into sales cycle activities to facilitate solution selling; identify and integrate partners into account and territory plans
• Interlock with the Red Hat Ecosystem team to identify partner capability and capacity gaps in the account base
• Work with partner account managers to identify key sales counterparts at partners
• Collaborate with Red Hat and partner marketing for demand-generation within the POD
• Work with Customer Success team, renewals, and partners to ensure customer time to value and renewal
• Advocate within Red Hat organization to include partners in opportunities and motivate customer value
• Liaise with partner account managers to guide pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat’s resources or programs
• Travel across the region, following Red Hat’s COVID-19 guidelines

 
What you will bring:

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization
• Solid understanding of customers within assigned territory, including customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
• Solid understanding of partner ecosystem and how to sell together with channel partners
• Ability to articulate the value of Red Hat’s solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner with sales counterparts
• Ability to cultivate long-term relationships and develop advocates across customer and partner organizations
• Strategic orientation and value engineering skills to position and sell solutions to customer needs with and through partners

The following are considered a plus:
Proven experience selling complex IT solutions to mid-sized organizations and multiple decision-makers by engaging the partner ecosystem
Excellent communication skills in English
 

The salary range for this position is $207,500.00 - $342,400.00 (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, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

About Red Hat

Red Hat is the world’s 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 encourage