Red Hat Business Development Manager - Red Hat Training in Stuttgart, Germany

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) Training team is looking for a Business Development Manager to join us in Central Europe or UK. In this role, you will acquire new business and grow existing relationships with and through our EMEA training resellers and distributors. You’ll help increase training bookings and revenue quotas within EMEA. You'll enable our partners to sell our full training portfolio independent of the delivery formats, help them upsell courses and certifications to our existing customer base, and identify and generate new on-site training and Red Hat Learning Subscriptions (RHLS) business. As a Business Development Manager, you will review and manage their performance and help them grow through sales enablement workshops, face-to-face meetings, and quarterly business reviews (QBRs).

Primary job responsibilities

  • Guide channel training pipeline and close business quarter on quarter over and above the current run-rate

  • Understand and grow the channel training pipeline numbers and run QBRs to promote and close business

  • Manage the training business through our main training resellers and distributors in EMEA

  • Work with Red Hat’s partner account managers and regional training business development managers (BDMs) in all global regions to identify, define, and create new channel business

  • Help partners create complete corporate training plans for our joint customers

  • Follow-up on training leads handed-over to partners to ensure the closing of training bookings

  • Define, roll out, and support partner marketing campaigns, sales promotion incentive funds (SPIFFs), promotions, and initiatives together with our marketing team

  • Sell training units and Red Hat Learning Subscription (RHLS) solutions through the distributor channel

  • Provide weekly forecasts of business numbers (revenue and bookings) and take necessary action to ensure that partner sales targets are achieved; submit weekly forecasts to the EMEA Training leadership team

  • Achieve quarterly and annual revenue and growth targets by establishing sales goals and by monitoring the status of these goals with our partners

  • Work closely together with our local partner account managers and serve as the training point of contact to our EMEA Channel team by attending all of their calls and meetings

Required skills

  • Bachelor's degree or equivalent experience

  • 5+ years of sales experience in the IT industry; demonstrated record of achievement

  • Understanding of solutions-selling methodologies

  • 3+ years of channel sales experience, ideally in the IT Sector

  • Ability to engage partner management decision-makers and influencers at all levels

  • Familiarity with sales channels and routes-to-market

  • Excellent written and verbal communication skills

  • Solid planning, financial, and analytical skills; proven ability to apply these skills with business knowledge to complex situations with competing priorities

  • Record of exceeding annual sales targets in new and emerging technology spaces; proven experience developing channel sales organizations that consistently deliver year-over-year increases in revenue

  • Solid relationship building skills and ability to collaborate with multiple stakeholders

  • Very good written and verbal communication skills in English; additional languages are a plus

  • Good knowledge of presentation tools, i.e., spreadsheets and other office automation tools like Microsoft Office, LibreOffice, or similar

  • Willingness to travel 50-75%

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.

Job ID 62529

Category Business Development