Senior Partner Sales Account Manager - Global System Integrators (CENE Region)

External

Red Hat · Stockholm, Sweden

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About the role

The Red Hat Partner Ecosystem team seeks a Senior Partner Sales Account Manager to join us in Sweden, Denmark, Norway or Finland. The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products, or sell their solutions to end customers. Associates in the PAM role are at the heart of our ecosystem mission. You will be joining a community of partner account professionals who are highly trained and experienced in business, technical and partner selling skills. This role serves not only as a facilitator but also as a key catalyst in driving and achieving Red Hat's goals through partner growth. We are looking for a Senior PAM to be focused on our Global System Integrator partners in the Region Central, East, North Eastern Europe (CENE) with a current focus on Accenture, CapGemini, Infosys, TCS, HCL.

Responsibilities

Develop and manage long-term strategic relationships with those partners, serving as the primary liaison and the 'face' of Red Hat for those partners.

Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies.

Develop and execute joint strategic plans using Red Hat's Partner Success Planning Tools and methodology.

Collaborate with partners to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals.

Conduct quarterly and annual business reviews with the partners, involving key stakeholders from Red Hat and the partners.

Identify and help foster relationships between C-level executives at the partners organization and Red Hat.

Encourage partners to commit to joint initiatives by adopting Red Hat products, promoting / selling to their customers or building them into repeatable solutions.

Develop a business & value case for the partners to pursue a new joint solution or line of business in collaboration with Red Hat.

Collaborate with the partners to showcase the value of our products, highlighting how they can be seamlessly integrated into their solutions to address their customers' business challenges and drive meaningful outcomes.

Identify key partners, decision-makers and marshal efforts to win their buy-in, investment and business growth focus.

Promote the partners solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat

Enable Partner-driven Growth and Success

Develop and implement strategies to generate new incremental joint pipeline opportunities with partners to include reporting on performance (pipeline, certifications, revenue)

Identify potential markets and verticals for new pipeline growth in collaboration with partners.

Facilitate bi-directional lead pass and coordinate introductions between partner and Red Hat customer account teams.

Track and measure partner-sourced opportunities through a robust deal registration process.

Assist field sales teams in identifying and developing opportunities through partners.

Work closely with partners and field sales teams to close deals and achieve sales targets.

Regularly update and review the opportunity pipeline with partners to ensure alignment and progress.

Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business.

Analyze data to predict trends and inform strategic planning.

Leverage the Red Hat Partner Program to build the partners loyalty, focus, commitment and incremental revenue growth - leading to autonomous selling and incremental revenue growth

Drive partner enablement on Red Hat products and their use in joint solutions

Ensure the partners have sales and technical capability to successfully sell and promote Red Hat offerings

Guide partners in building repeatable offerings/IP aligned to TDPs (Technical Decision Points)

Support the partners in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development/Engineering teams.

Coordinate training and enablement plans for partners service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully.

Educate the partners on Red Hat Sales plays / TDPs, campaigns, launches, and enablement initiatives

Ensure partner certifications and readiness by focus TDPs

Work with the partners to develop services capabilities (Red Hat Specialized Partner - RHSP)

Advocate internally for the partners

Partner Program management & program leverage including RHSP

Delivery of key outcomes which contribute to the success metrics of this role

Increased skills and scale of your partners

Measurable incremental pipeline through or with your partners

Achievement of annual recurring revenue targets, through or with your partners

Advocacy and increased mindshare for your partners internally and externally

Joint C

Senior Partner Sales Account Manager - Global System Integrators (CENE Region)

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