TWITCH Alliance Partnership Account Manager, UK

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 Europe, the Middle East, and Africa (EMEA) Global System Integrator (GSI) team is looking for a seasoned and highly experienced TWITCH Alliance Partnership Account Manager to join us in London, UK. In this role, you will manage GSI partners with India headquarters to build a partner plan and deliver on it to expand and broaden Red Hat’s executive relationships and key stakeholders in the industries. Your plan will guide the adoption of Red Hat’s offerings in your partner to persuade and accelerate growth through their own go to market, and in new opportunities for their customers. As a TWITCH Alliance Partnership Account Manager, you’ll work with the joint field sales teams in red Hat and partners, to focus on target wins and help manage deal closures. You’ll work as a part of a global team to identify the go to market solutions and proposition adoption in EMEA to help identify new customer adoption and repeatability of these assets.

Primary job responsibilities

• Develop a business partner plan with signoff from key stakeholders across EMEA and globally
• Focus on broadening our executive relationships, and identify key stakeholders in the industries and guide new relationships in these countries
• Develop and manage incremental revenue growth with partnership in sell-to, sell-through and sell-with on an annual quota plan
• Create opportunities and close incremental revenue growth in collaboration with Red Hat’s Field Sales teams and local partner account managers in the named GSI
• Help accelerate the adoption of Red Hat’s technologies in the partner’s customer base, portfolio, go-to-market strategy, or solutions and new solutions or go-to-market strategies as part of the overall go-to-market and repeatability plan
• Build and implement the EMEA plans for GSI partnerships that are fully aligned with our corporate goals; build, develop, and implement the plan working across the teams in Marketing, Programs, Sales, and executives to ensure these are successful and adopted
• Plan and manage the training and enablement across the partner teams in delivery centres, Chief Technology Officer (CTO) or architects, or field sales
• Participate in Red Hat's sales governance; provide weekly management of forecasts and sales activity and track customer and contact data using customer relationship management (CRM) tools like Salesforce.com (SDFC)
• Work as part of a matrixed sales organization to help manage opportunities from nurturing to closure efficiently and within the business guidelines and business forecast expectations
• Coordinate and run demand generation campaigns, programs, and marketing in your partnerships
• Coordinate and regulate the cadence with EMEA and global teams
• Send proposals and quotes of specific solutions to gain new customers and upsell and cross-sell into existing accounts; be responsible for all administration activities within your partner base
• Keep an up-to-date knowledge of the industry, good understanding of the business benefits of the Red Hat portfolio, and Red Hat's competitive position within the industry

Required skills

• 5+ years of experience working in the high-tech industry; experience in enterprise software and solutions sales with a good understanding of open source model and culture is a plus
• 5+ years of experience managing GSI partnership with a high percentage of incremental business development; experience with go-to-market strategy development and matrix sales as virtual sales leader.
• 5+ years experience of managing GSI with India headquarters
• 5+ years of experience in partner or alliance management; currently working with GSIs or equivalent larger global partnerships
• Ability to work in a team to inspire and manage cross-functional virtual teams including sales, presales, product management, programs, and marketing
• Demonstrated ability to build and maintain stakeholders at both partner and internal executive-level; ability to work with C-level executives
• Ability to build and manage account and partner plans with regularly communication
• Excellent written and verbal communication skills; good presenter and ability to manage workshops
• Highly organized and structured manner; help pull together a highly matrixed sales team and partner as a virtual team leader

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