GSI and Alliances Partner Account Manager at Red Hat

Job Summary

• The Red Hat Sales team is looking for a Global System Integrator (GSI) and Alliances Partner Account Manager to join us in Johannesburg, South Africa. In this role, you will manage and develop executive relationships with key original equipment manufacturer (OEM) and system integrator (SI) partners across Sub-Saharan Africa to help inspire and accelerate the adoption of Red Hat's leading open source solutions. You’ll work with these strategic partnerships to generate incremental revenue growth, identify new projects for solutions accelerators, and develop repeatable assets. You'll also integrate Red Hat’s solutions into the partners' overall portfolio, data centers, and route-to-market propositions. As a GSI and Alliances Partner Account Manager, you’ll need to have a successful record of managing complex alliance relationships and profiling solutions, strategic directions, and initiatives.

Primary Job Responsibilities

• Promote adoption of Red Hat’s infrastructure, virtualization, cloud, middleware, and storage technologies
• Identify and manage a pipeline of incremental revenue and new projects with specific SI partners for all offerings and services
• Qualify, establish, and maintain high awareness of Red Hat’s value propositions for all partners in the defined territory
• Identify and advise the Corporate Accounts team on new opportunities
• Facilitate and manage reciprocal engagement with alliances’ Customer teams
• Work across all Sales teams in the region and with partner preferred channel partners
• Develop and implement business plans for each partner in alignment with Red Hat’s corporate goals
• Identify executive sponsors and promote the success and measurements set out in the plan reviewed during the quarterly business review (QBR)
• Participate in key events and marketing generated by Red Hat’s marketing teams
• Initiate proof of concept work for specific projects or repeatable solutions
• Manage all relevant programs and offerings while working with internal teams, product marketing managers, and technical leads with named partners
• Work with the Global Alliances team to coordinate strategic account activities and be part of the virtual Account team
• Contribute to the development of alliances and SI sales programs
• Establish training and enablement plans and activities
   

Required Skills

• Experience selling enterprise software in association with SIs
• Experience building and developing sales relationships
• Success closing high-value contract negotiations
• Experience working with complex organizations like IBM, Accenture, Deloitte, and Microsoft
• Excellent interpersonal, relationship-building, and persuasion skills
• Ability to deliver quality results while maintaining high attention to detail
• Ability to develop, build, and deliver against business plans
• Expertise in direct sales is a big plus
• Ability to explain the business benefits of technical solutions within the Red Hat portfolio
• Ability to articulate and promote the vision and positioning of both Red Hat and our solutions to secure long-term commitments
• Good strategic and tactical thinking skills
• Ability to forecast accurately
• Willingness to travel to Europe, the Middle East, and Africa (EMEA) events and training occasionally; additional planned travel into Sub-Saharan Africa may be required