Sales account manager Jobs in Durham, NC

About the job

The Red Hat Partner Ecosystem team is looking for a Partner Account Manager (PAM) to join our team. The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products,

or sell their solutions to end customers.

Associates in the PAM role are at the heart of our ecosystem mission. You will be joining a community of partner account professionals who are highly trained and experienced in business, technical, and partner selling skills. In this role, you will develop and manage long-term strategic relationships with a set of partners. You will work to help the partner and Red Hat achieve joint commercial success. You will own or oversee : building a portfolio of collaboration opportunities with the partners, persuading partners to adopt Red Hat technologies and build them into repeatable solutions, enabling partners to build with, use, and sell our products, developing joint business and go-to-market plans, and helping partners to jointly go-to-market alongside Red Hat field sales. We are looking for a partner account manager to be focused on key identified solution providers.

What you will do

Develop and manage a long-term strategic relationship with one or more partners. Be the ‘face’ of Red Hat for those partners and a single entryway to the company

Conduct quarterly and annual business reviews with the partner, promote executive engagement on an ongoing basis

Establish and track joint strategy, business goals, plans, and key performance indicators (KPIs) using the CHAMP Methodology

Facilitate escalation & resolution of partner’s problems or blockers within Red Hat

Be the guardian of the rules of engagement in the field.

Incentivize partners to create a RH Service Practice and create a long term

relationship

Build, manage, and grow a portfolio of collaboration opportunities with the partners

Deeply understand both Red Hat’s product portfolio and your partners’ businesses to identify potential areas of collaboration

Activate critical stakeholders across Red Hat and the partners to develop potential

opportunities into viable business ideas

Persuade partners to commit to joint ideas by adopting Red Hat products or building them into repeatable solutions

Develop a business & value case for the partner to pursue a new joint solution or line of business in collaboration with Red Hat

Work with Red Hat teams to demonstrate the value of our products & show how they can be integrated into partner solutions

Identify key partner decision makers and marshal efforts to win their buy-in

Collaborate with other verticals to help promote their business objectives through the partner ecosystem

Facilitate partner enablement on Red Hat products and their use in joint solutions

Ensure the partner has sales and technical capability to successfully sell and promote Red Hat offerings

Support the partner in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development / Engineering teams

Coordinate training and enablement plans for partner service delivery teams, ensure sufficient technical enablement to deliver Red Hat products successfully

Catalyze Incremental Red Hat sales through go-to-market efforts and execution of joint commercial success

Develop joint GTM plans with partner for Red Hat offerings and joint solutions

Set strategies for increasing Red Hat’s presence in partner’s customer accounts

Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams

Maximize the ROI and use of Red Hat resources and investment for joint success.

Delivery on six key outcomes which contribute to the success metrics of this role : increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, increased commitment and impact from partner

What you will bring

10+ years ecosystem and partner sales management experience

Ability to grow channel ecosystem in multi-product company

Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat

Demonstrated experience in driving technology sales and solution adoption with partners

Strength in conflict management

Working well in heavily matrixed environments

Entrepreneurial spirit

Ability to translate partner business needs into joint solutions and manage those initiatives

Willingness to travel across the region

Excellent communication skills in English

The salary range for this position is $182,240.00 - $300,720.00 (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

is the world’s leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Opportunities are open. Join us.

Benefits

• Comprehensive medical, dental, and vision coverage
• Flexible Spending Account - healthcare and dependent care
• Health Savings Account - high deductible medical plan
• Retirement 401(k) with employer match
• Paid time off and holidays
• Paid parental leave plans for all new parents
• Leave benefits including disability, paid family medical leave, and paid military leave
• Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

Note : These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.

Diversity, Equity & Inclusion at Red Hat

Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

Equal Opportunity Policy (EEO)

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.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email . General inquiries, such as those regarding the status of a job application, will not receive a reply.