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RedHat Channel Sales Account Manager in United States

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 Public Sector Sales team is looking for a Channel Sales Account Manager with experience selling high-tech offerings and services to join us. In this role, you will support a set of key Red Hat partner relationships and manage the sales, marketing, and technical enablement of these partners in the region. You’ll need to have excellent communication skills and a proven record of success in technology channel sales to manage the planning and delivery of sales plans through partners. As a Channel Sales Account Manager, you will work according to quantitative and qualitative performance goals and set high standards for articulation and presentation of key messages and the Red Hat value proposition. This is a great opportunity to make an impact on our team and Red Hat by helping expand our sales efforts. State and Local Government and Education (SLED) sales and contract management experience are a plus. Successful applicants must reside in a state where Red Hat is registered to do business.

Primary job responsibilities

  • Manage the development, sales, and performance of your partners

  • Provide sales support to your partner sales teams through training, partner visits, technical and administrative information for our offerings, demonstrations, and customer outreach

  • Coordinate with marketing teams on market development funds (MDF) and marketing activities for partners in the region

  • Coordinate with various field and channel teams to provide development and enablement to regional named partners

  • Support deal registration and set the strategy for any joint marketing and sales activities between Red Hat and your named partners

Required skills

  • 10+ years of experience managing partnerships and familiarity with partner-generated technology business development in the public sector space

  • Experience with a variety of partner business models including reseller, distributor, integrator, etc., and a solid understanding of the role each of these partner types play in a successful channel strategy

  • Understanding of partner financial model to assess best what motivates different partners

  • Good interpersonal and communication skills; proven record developing relationships at executive, engineering, operational, commercial, and other levels throughout organizations

  • Understanding of the open source software market and Red Hat Enterprise Linux (RHEL)

  • Motivated with proven record of working remotely; ability to set goals and carry them out under minimal supervision

  • Understanding of how direct sales work and how to partner with the internal field sales team

  • Excellent written and verbal communication skills in English

  • Willingness to travel up to 50%

  • Knowledge of SLED markets and customers and familiarity with SLED procurement and contract vehicles is a plus

  • Familiarity with any Red Hat’s technologies 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 73108

Category Field Sales