Partner Account Manager

Responsibilities

• I. Business Development, Partner Strategy & Investment Alignment
• Support the development and execution of Partner Success Plans (PSPs) to ensure partners are investing in the right areas to drive mutual growth.
• Manage day-to-day relationships with key strategic partners, acting as a point of contact and internal advocate.
• Communicate the value of the Red Hat partnership and how open source technologies create business opportunities for partners and their customers.
• Participate in regular partner business reviews, helping to track performance and identify growth opportunities.
• Push for capability build (skills, certifications, offerings, GTM motion)
• Challenge low-yield partnerships and elevate high-growth ones
• Secure executive-level commitment to joint outcomes
• II. Ecosystem Demand Generation
• Drive structured programs that convert partner capability into customer demand
• Co-create campaigns with hyperscalers, ISVs, SIs, and distributors
• Activate joint solution narratives (industry + workload + use case led)
• Orchestrate field alignment so partners are consistently visible in-market
• Turn capability into repeatable motions, not one-off deals
• Assist in coordinating co-sell activities between partner sellers and Red Hat field sales teams to ensure smooth execution.
• Help partners navigate Red Hat's internal sales processes, resources, and organisational structures.
• Maintain accurate records of partner activities, pipeline, and forecasts within Salesforce CRM.
• III. Enablement & Technical Advocacy
• Support partner enablement initiatives, ensuring partners have access to the training, certifications, and tools needed to position and sell Red Hat solutions.
• Develop an understanding of how Red Hat products serve as foundational building blocks within multi-vendor technology stacks.
• Assist in co-creating solution offerings by collaborating with partner sales and technical teams and internal Red Hat resources.
• Facilitate partner participation in Red Hat events, roadshows, and joint marketing initiatives across the ANZ region.
• IV. Operational Responsibilities
• Support the management of partner investments including Market Development Funds (MDF) and co-marketing activities.
• Assist in resolving partner-related escalations to maintain healthy and productive partnerships.
• Collaborate with other Red Hat business units to support broader regional objectives.
• Provide regular updates and reporting to Ecosystem Sales leadership on partner activities and performance.
• Experience & Expertise
• 5-7 years of experience in sales, partner management, inside sales, or a related customer/partner-facing role within the technology sector.
• Exposure to or interest in enterprise software, cloud infrastructure, open source technologies, or managed services.
• Familiarity with the Australian IT partner landscape is advantageous; a willingness to learn is essential.
• Experience working in a matrixed or cross-functional environment is a plus.
• Skills & Attributes
• A self-starter with an entrepreneurial mindset and a genuine enthusiasm for building relationships and driving results.
• Strong verbal and written communication skills, with the ability to engage confidently with internal and external stakeholders.
• Organised and detail-oriented, with the ability to manage multiple priorities and follow through on commitments.
• Comfortable working with Salesforce CRM and standard business productivity software.
• Collaborative team player who can also work independently with minimal supervision.
• Exposure to Red Hat, VMware, Microsoft Azure, AWS, or other enterprise technology vendor programs.
• Familiarity with open source technologies, Linux, Kubernetes, OpenShift, and Ansible.
• Tertiary qualification in Business, Commerce, Information Technology, or a related field.
• #EG-LI1
• About Red Hat

Benefits

Additional Information

As a Partner Account Manager (PAM) based in Sydney or Melbourne, you will be an integral part of Red Hat's Ecosystem Sales organisation, supporting Go-To-Market (GTM) activities for cloud and managed services across the region. Working with strategic partners - including system integrators, managed service providers, and technology resellers - you will help develop and manage partner relationships that drive sustainable growth and accelerate the adoption of Red Hat's innovative portfolio. This is an excellent opportunity for someone early in their sales career who is eager to learn, grow, and contribute to a high-performing, collaborative team.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Red Hat? Share your experience