Partner Sales Account Manager
il y a 4 semaines
About the job:
Responsible for selling the company’s products; primary responsibility may include finding, generating and developing new ISV Embedded Partners (Sell-To) in order to sell the company’s products to end-users. Develops new accounts and/or expands existing ISV Embedded Partners accounts in the Nordics region. Partners in scope for this role are, Airbus, Thales, 3DS Dassault Systemes, Sopra Banking etc. This role may come into contact with confidential or sensitive customer information requiring special treatment in accordance with Red Hat policies and applicable privacy laws.
What you will do:
- Accurately forecast business, and take the necessary actions to achieve results
- Manage a set list of ISVs to guide and accelerate platform adoption across your assigned region and to achieve adoption, renewal, and growth targets
- Identify and recruit new ISVs into our ecosystem, surfacing qualified opportunities for certification and certification updates, including securing commitment to certify from partners
- Collaborate with the global Partners and Alliances team and the Certified Ecosystem team to understand and prioritize the strategic partners as per the segments at a regional level
- Design a partnership plan (CHAMP or POP) focusing on the field go-to-market business planning and realization thereof, including marketing activities, ensuring this is aligned with the global partner business plan
- Create, develop, and maintain a joint influence and co-sell pipeline with the partners, including forecasting, tracking, and reporting on opportunities across your region’s business
- Promote regional engagement with the field sales and marketing teams to align and grow sales with the partners, as well as create both internal and external references, use cases, and success stories
- Promote partners and ecosystem both internally with the field sales team and externally with our customers
LI-BH1
What you will bring:
- 7+ years of sales experience in the IT industry with a proven record of solutions selling
- 4+ years of experience in both selling with partners and directly to end customers
- Experience working with multiple sales channels and routes to market
- Understanding of solutions selling methodologies
- Ability to create and grow positive partner relationships through successful development and implementation of a business planning process
- Deep understanding of current market and its trends and opportunities
- Experience organizing and managing cross-functional, matrixed teams
- Deep understanding of Red Hat’s platforms, portfolio, and partner opportunities
- Ability to absorb and articulate multiple partner value propositions, both technical and business
- Business-fluent language skills in English and French; other European languages are a big plus
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