Red Hat Channel Sales Account Manager in Vienna, Austria

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 Sales team is looking for a Channel Sales Account Manager to join us in Vienna, Austria. In this role, you will own the regional cloud and service provider strategy across Austria and will be responsible for the successful growth of our certified cloud and service provider (CCSP) business. You will recruit, onboard, and develop relationships with cloud and service providers in the local markets, promoting and contributing to our Europe, the Middle East, and Africa (EMEA) cloud service provider strategy. As a Channel Sales Account Manager, you'll need to establish Red Hat's solutions as the leading technologies within cloud service provider offerings and play a crucial role in growing awareness of Red Hat in the regional cloud service provider market.

Primary job responsibilities

  • Manage the regional booking quota for cloud and service providers, both local and global

  • Implement our regional cloud provider strategy in alignment with the EMEA cloud service provider strategy; support our local teams in presenting the CCSP program and strategy to their accounts

  • Coordinate and collaborate with local direct and channel sales teams to implement strategy

  • Recruit, own, and develop selected cloud and service provider partners

  • Manage the local involvement of selected distributors in our cloud service provider strategy; ensure operational and sales excellence

  • Represent Red Hat to the cloud and service provider partners

  • Own the local relationships with global cloud service providers

  • Manage and develop existing cloud and service provider relationships based on a mutually agreeable business plan

  • Establish Red Hat’s solutions as leading technologies within cloud and service provider offerings

  • Work closely in a virtual team with other regional representatives and the EMEA team to jointly guide required initiatives, program updates, etc.

  • Promote the required internal operational practices and processes to ensure revenues are booked and reported correctly

  • Integrate Red Hat’s sales and marketing initiatives to support and use partner go-to-market (GTM) strategies

  • Achieve revenue targets, both the overall number as well as the partner incremental targets, towards new customers

Required skills

  • Required Skills

  • Background in data center and cloud technologies with a proven sales record, either direct or indirect

  • 6-8+ years of sales experience working with partners

  • 2+ years of experience and a successful record of working with, developing, and guiding revenues within the cloud and service provider market

  • Solid understanding of service provider buying cycles, sales strategies, and GTM practices

  • 6-8+ years of successful solution software direct or indirect sales experience

  • Exceptional communication, presentation, and follow-up skills

  • Good negotiation skills and the ability to guide and close sales opportunities; experience with solution-selling methodologies

  • Strategic and programmatic thinking skills with the ability to translate business insight into relevant programs

  • Solid implementation skills with attention to detail to ensure operational efficiency and reporting

  • Ability to work at a senior management level to enable and build long-term strategic relationships

  • Ability to work as part of a team, as well as work on your own; demonstrated desire to make things happen

  • Fluent verbal and written language skills in English

  • Willingness to travel

  • Desire to be part of a company that is redefining the entire software industry

  • Experience working in an international environment is a plus

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 66651

Category Field Sales