Red Hat
about 7 hours ago
About The Job:
The Red Hat Sales team is looking for a Director for North American (NA) system integrators (SIs), reporting directly to the Vice President of Americas Ecosystem Sales. In this role, you will have a key role in defining, building, and carrying out a go-to-market and route strategy for all of Red Hat’s diverse SI partners in North America. The team you’ll lead will manage strategic planning with our SI partners and will be responsible for developing and guiding the delivery of revenue-driving programs and initiatives. You will cross-collaborate with global and regional teams and work closely with marketing and enablement teams to ensure that Red Hat and our partners capitalize on the tremendous business opportunities to sell and market our solutions to enterprise customers, cloud providers, and vertical segments. As a Director, you will work closely with other key stakeholders like Ecosystem Programs, Ecosystem Development, Ecosystem Technology Sales, and Regional Ecosystem leaders. Successful applicants must reside in a state where Red Hat is registered to do business.
What You Will Do:
Take an overall responsibility for managing the North American SI partner relationships and sell-with, sell-to, and sell-through activities
Achieve SI quantitative KPIs as measured by incremental pipeline, single year bookings (SYB), new logos, both partner and customer wins, public references, and partner net promoter score (NPS)
Ensure balanced performance across partner communities by partner profile, region, and segment
Engage proactively with segment and regional leadership and sales communities to build and deliver partner success by business
Deliver Red Hat messaging to key SI executive stakeholders in tier 1 accounts
Ability to cross-collaborate with various business units, regions, and key strategic program owners to guide growth plans of ecosystem players, help make investment decisions, and create joint revenue projections and revenue realization
Identify new business opportunities with or through the SI partner landscape; develop plans for how Red Hat can use these and gain agreement with requisite stakeholders on execution
Have a direct role in assigned SI relationships, maintain a personal presence and high visibility in the field, and directly participate in sales cycles of key accounts, as required
Manage and develop a solid team which is in charge of the solution building with the cloud partners
Develop and implement a strategy to use the SI partners and global cloud partners to position our joint offerings like Microsoft Azure Red Hat OpenShift, Red Hat OpenShift Service on AWS, etc. in the market
Attract, develop, and retain the best possible team, ensuring that they operate and are aligned with the successful Red Hat culture
Collaborate proactively with peers on the NA Ecosystem Leadership team to manage Red Hat’s performance and excellence
What You Will Bring:
Bachelor’s degree; MBA or postgraduate degree is a plus
Strong market experience including an understanding of the North American system integrator market, sales cycles, and selling techniques
Proven expertise and multi-year experience working with SIs across a diverse range of customers
Significant experience in partner management within a global, matrixed software organization
Demonstrated ability to contribute to and execute on an SI strategy
Solid understanding of how software is used to solve business problems and how cloud technologies are shifting the IT landscape
Experience in enabling partners to shift from a single-product focus to a multi-product and solution-selling approach
Demonstrated ability to plan and prioritize, identify and resolve problems, and produce measurable results
Technical aptitude to understand Red Hat’s solutions portfolio and articulate solution value
Strong stakeholder engagement and management experience within a dual-line reporting organizational structure
Ability to translate concepts, summarize complex ideas, and clearly articulate business value with a strong sense of how partners think, operate, and deliver end-user value
Excellent networking skills to uncover partner opportunities and resources that benefit the North American SI organization and Red Hat
Solid leadership skills; ambassador and role model of Red Hat’s unique culture
Ability to lead with purpose and impact
Pay Transparency
Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. Were a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Benefits
● Comprehensive medical, dental, and vision coverage
● Flexible Spending Account - healthcare and dependent care
● Health Savings Account - high deductible medical plan
● Retirement 401(k) with employer match
● Paid time off and holidays
● Paid parental leave plans for all new parents
● Leave benefits including disability, paid family medical leave, and paid military leave
● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
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, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.