Red Hat Business Development Manager - Red Hat Training in Stuttgart, Germany
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.
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
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%
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Job ID 62529
Category Business Development