Business Development Manager - Certified Training Partners

Job Description

Company Description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

The Red Hat Training and Certification team is looking for a Business Development Manager to to join us in Stuttgart, Germany. In this role, you will cover our Certified Training Partner program in the Central and Eastern Europe (CEE) and the Middle East, Turkey, and Africa (META) regions. You’ll work as part of the Red Hat Training team, which is a high-growth, award-winning, and industry-leading team within Red Hat that is responsible for a significant financial contribution while increasing customer retention. You’ll promote training bookings and revenue quotas within a specific territory and be accountable for managing forecasts, providing quotes, closing deals, and tracking data through Salesforce.com (SFDC). You'll be responsible for growing existing business relationships and acquiring new business, including identifying new certified training partners (CTPs) while working with colleagues from the Corporate Sales and partner teams to grow the business in your specific territory. As a Business Development Manager, you will also enable, train, and mentor new partners.

Primary job responsibilities

• Be responsible for the overall relationship with Red Hat’s CTPs in the CEE and META regions
• Guide business development for training partners and meet revenue goals
• Guide planning strategies and propose and carry out tactics to increase awareness and sales of Red Hat’s training and certification offerings
• Work cross-functionally across multiple teams within Red Hat to support training partners
• Create and support an annual business plan with all training partners that will grow their Red Hat business
• Prepare and conduct quarterly business reviews (QBRs) with training partners to share market intelligence data, market shares, and Red Hat’s priorities to assure alignment
• Ensure training partners’ readiness to support Red Hat’s business growth and channel strategy through their capacity, capabilities, and geographical coverage
• Guide training partner marketing and business development activities to meet revenue and customer satisfaction performance goals
• Organize joint marketing activities with partners
• Be responsible for the cumulative quota related to the revenue coming from Red Hat’s training partners in the region
• Provide accurate revenue forecasts to management on time and in the correct format
• Introduce the training partner program to potential training centers and guide them through the onboarding process in order to grow Red Hat skills in the designated region
• Ensure that training partners are compliant with the program rulesServe as a trusted adviser for Red Hat’s talent development initiatives in the region
• Engage with the regional governmental skills and talent programs to position Red Hat’s training offerings

Required skills

• 3+ years of experience selling training and doing partner or channel management; proven record of achievement
• Understanding of solutions selling methodologies and services-led and project selling
• Great interpersonal skills; ability to engage management decision makers and persuade associates at any level
• Outstanding written and verbal communication skills
• Motivated with a proactive approach to generating new business
• High attention to detail and good organizational skills; ability to remain consistent with processes and daily tasks
• Ability to work with many sales channels and sales teams
• Master-level skills in office suites like LibreOffice, G Suite, or Microsoft Office, including spreadsheets, word processing, and presentations
• Excellent written nad verbal language skills in English; additional language skills, e.g., Arabic, French, Italian, German, or Dutch are a plus
• High level of understanding of the diverse cultural aspects present within the CEE and META regions
• Knowledge of or experience with SFDC is a plus

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.