Partner Alliance Manager - CCSP, EMEA

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

Manage the strategic partnership with Tier 2 global certified cloud services provider (CCSP) partners like Rackspace, CenturyLink, Dimension Data, Terremark and Verizon, Navisite, and Telstra within the Europe, the Middle East, and Africa (EMEA) region. The Red Hat Sales team is looking for a Partner Alliance Manager for the CCSP team to join us in London, U.K or anywhere in EMEA within a close proximity to an airport to enable travel. In this role, you will serve as the primary point of contact in EMEA for the listed named CCSP accounts. You'll need to have a good understanding of how best to work with cloud providers to help shape the use of Red Hat's technologies, serving as an internal advocate and helping forge the collaboration with the Red Hat's sales teams and local partner account managers. As a Partner Alliance Manager, you will build upon the strategic alliances with accounts to ensure that we jointly offer solutions compelling for the market. You'll own the strategic plan for said business within EMEA and you'll be responsible for working with the country leadership teams and local partner and alliance leads to implement the plan. This role has both a transactional management component and a medium and long-term business development component, so you will also be expected to target and develop additional CCSP partners as necessary.

Primary job responsibilities

• Meet booking targets and work with regional and in-country leadership and alliance teams to support the strategic goals of the plan
• Initiate and create regional and in-country programs (joint marketing, enablement, and sales programs) with target partner accounts
• Ensure that Red Hat's solutions are sold with and through said CCSP partners by incorporating our technology into partners’ sales and marketing motions
• Coordinate with the worldwide Business and Global Business Development teams to ensure that EMEA partner and market requirements are incorporated into the global go-to-market strategy as and when necessary
• Grow and strengthen executive relationships with Tier 2 global cloud providers through quarterly business reviews (QBRs), executive planning engagements, and by developing personal relationships with senior executives
• Work with sales teams to support joint sales engagement and assist them in closing opportunities
• Help with sales queries and manage the end-to-end process for lead tracking, working with the regional sales managers and sales and global leadership teams; provide weekly management of forecasts and sales activity
• Meet partner satisfaction goals
• Work with partners and broader partner ecosystem to target competitive opportunities and segments in the market; develop plans to engage these opportunities
• Guide general country managers, sales managers, and alliance managers on how to maximize incremental impact from the listed partnerships
• Work as part of a matrixed sales organization to help manage opportunities from nurturing to closure efficiently and within the business guidelines and forecasted expectations

Required skills

• Ability to manage complex partner relationships on various levels
• Ability to build connections between people across teams and manage multiple workstreams
• Experience working in the high-tech industry; software or open source fields, large direct and indirect global account business development, and sales
• Experience with partner or alliance management and working with global cloud providers and managed service providers (MSPs)
• Understanding of how cloud providers operate internally and how they deliver customer-facing initiatives and campaigns; experience working for or within a cloud provider a plus
• Ability to get things done through inspiration and persuasion
• Good commercial skills with analytical, presentation, and planning skills
• Sales and marketing leadership skills
• Ability to create and articulate strategies and translate them into measurable objectives and plans
• Solid team player with the ability to inspire and manage cross-functional virtual teams, including sales, presales, product management, programs, and marketing
• Demonstrated ability to build and maintain both partner and internal executive-level relationships
• Ability to build and manage account and partner plans
• Excellent written and verbal communication skills
• Motivated with initiative; good at building and maintaining relationships

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