Partner Sales Account Manager

📋 Description

• • As a Partner Account Manager at Red Hat, you will play a pivotal role in driving sales growth within the South Latin America Spanish Speaking (SOLA) region, focusing on Argentina and Chile. Your primary responsibility will be to cultivate and expand relationships with key partners, including Distribution partners, Hyperscaler partners, and Cloud Services Provider (CCSP) partners, to achieve and exceed booking targets.
• • You will be instrumental in shaping the strategic direction of Red Hat's business within the SOLA region by developing and executing a comprehensive strategic plan for partner engagement. This involves collaborating closely with ecosystem leadership teams to ensure the effective implementation of this plan.
• • A core aspect of your role will be to foster strong, collaborative alliances with a diverse ecosystem of partners. You will serve as an internal advocate for these partners, facilitating seamless collaboration between Red Hat's territory sales teams and local partner account managers to ensure a unified go-to-market approach.
• • You will be responsible for building strategic alliances that enable joint offerings and compelling solutions for the market, ensuring Red Hat's technologies are effectively integrated into partners' sales and marketing motions.
• • This position requires a blend of transactional management and strategic, medium-to-long-term business development. You will proactively identify and develop new partner relationships to expand Red Hat's market reach and influence.
• • You will initiate and create impactful regional and in-country programs, including joint marketing initiatives, enablement sessions, and sales programs, tailored to the specific needs and opportunities of target partner accounts.
• • A key objective is to ensure Red Hat's solutions are consistently sold with and through your partner ecosystem, driving incremental revenue and market share.
• • You will coordinate closely with Red Hat's worldwide Business and Global Business Development teams to ensure that the unique partner and market requirements of the SOLA region are effectively represented and incorporated into the global go-to-market strategy.
• • A significant part of your role will involve growing and strengthening executive relationships with Tier 2 global cloud providers. This will be achieved through regular quarterly business reviews (QBRs), strategic executive planning engagements, and by cultivating strong personal relationships with senior executives within these organizations.
• • You will collaborate effectively with Red Hat's internal sales teams to support joint sales engagements, providing them with the necessary resources and expertise to successfully close opportunities.
• • You will manage the end-to-end process for lead tracking and sales queries, working in tandem with regional sales managers and global leadership teams to ensure efficient lead management and timely follow-up.
• • Providing weekly management of forecasts and sales activity reports will be crucial for tracking progress against targets and identifying areas for improvement.
• • Meeting and exceeding partner satisfaction goals is paramount, ensuring that partners feel valued and supported in their relationship with Red Hat.
• • You will proactively work with partners and the broader ecosystem to identify and target competitive opportunities and underserved market segments, developing strategic plans to effectively engage and win these opportunities.
• • You will guide general country managers, sales managers, and alliance managers, providing them with the insights and strategies needed to maximize the incremental impact derived from Red Hat's key partnerships.
• • Operating within a matrixed sales organization, you will expertly manage opportunities from the initial nurturing stages through to successful closure, ensuring adherence to business guidelines and forecasted expectations.
• • This role demands an ability to inspire and manage cross-functional virtual teams, including sales, presales, product management, programs, and marketing, fostering a collaborative environment to achieve shared objectives.
• • You will be responsible for building and maintaining robust account and partner plans, outlining clear strategies, measurable objectives, and actionable steps for success.
• • Your ability to articulate strategies clearly and translate them into measurable objectives and executable plans will be a key differentiator.
• • You will leverage your solid team player mentality to inspire and manage these diverse teams, driving collective success.
• • Demonstrated ability to build and maintain strong relationships, both with external partners and internal Red Hat executives, is essential for this role.
• • You will be a motivated individual with a proactive approach, adept at building and maintaining strong professional relationships.
• • Your commercial acumen, coupled with strong analytical, presentation, and planning skills, will be vital in navigating complex business landscapes and driving strategic initiatives.
• • You will bring strong sales and marketing leadership skills to the table, influencing stakeholders and driving desired outcomes.
• • Excellent written and verbal communication skills are required to effectively convey complex information and build consensus across diverse teams and organizations.