GSI Business Development Manager - EMEA, TWITCH

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 Global Red Hat System Integration (SI) team is looking for a GSI Business Development Manager for the Europe, the Middle East, and Africa (EMEA) region to join us. In this role, you will develop and deliver on an SI partner strategy for the region that is aligned with the global strategy. You'll need to have a solid understanding of global system integrators (GSIs) and software technologies value proposition and business development strategies. You'll also need a good understanding of how to work across geographic boundaries. As a GSI Business Development Manager, you will develop and carry out a partner business plan including initiatives for repeatable solutions across different go-to-markets. This role can be based in France (preference), Germany, or U.K., while other European locations will also be considered. Successful applicants must reside in a country where Red Hat is registered to do business.

Primary job responsibilities

• Develop and deliver on an EMEA-wide partnership plan with a focus on growing Red Hat's emerging technologies across the region with your partner
• Define the areas of focus and value proposition to the market for the partnerships
• Create demand generation, joint field sales enablement, and trainings to place more skills and capabilities in the market; apply a center of excellence (CoE) approach to the partnerships
• Build relationships with executive and practice leads including industry sales teams to create incremental revenue growth
• Develop key initiatives to grow revenue; create skills and capabilities for go-to-market and repeatable assets
• Establish Red Hat's offerings as leading technologies within SI partners in an open source practice or CoE
• Work with local sales teams to help engage with their partner counterparts; ensure continuous education and awareness to show how we can develop the business together
• Contribute to best practices for networking and maintaining connection points within your SI partners including marketing and event campaigns, social media, and executive round table events
• Serve as an escalation point across the region for your partners and local teams in the country; help identify solutions
• Create regular communication and visibility for the partnership plan, successes, challenges, and relevant changes to key performance indicators (KPIs)
• Manage quarterly business reviews (QBRs) with partners, and, where appropriate, work with local SI managers to support in-country QBRs

Required skills

• Extensive knowledge of the GSI business, specifically TWITCH, their value propositions, business structure, and go-to-market strategies
• Ability to build partnerships, persuade, follow best practices, and operate across organizational boundaries
• Large enterprise account management or partnership skills
• Excellent understanding of software solutions and value propositions to the business, particularly in areas like middleware, cloud, storage, management of hybrid clouds, and application automation
• Understanding of the open source value proposition, software, and solutions sales, including sales cycles
• 6-10 years of sales experience working with SIs or large complex partnerships at the enterprise software level; 2+ years of sales experience within EMEA
• 6-8 years of successful direct or indirect experience with software solutions sales
• Excellent interpersonal skills and the ability to inspire others to act without using explicit authority
• Ability to work and feel comfortable at board-level relationship management in large complex partnerships
• Great teamwork skills; ability to work on your own
• Excellent communication skills; fluent written and verbal language skills in English
• Willingness to travel up to 80%

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, veteran status, 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.