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Strategic Global Commercial Specialized Partner Sales & Success Lead

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Red Hat logoRed Hat · Raleigh
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About the role

We are looking for a high-impact global leader to refine how we go to market with our Red Hat Specialized Partners (RHSPs) and regional commercial partners in the Commercial Segment, working alongside our Value Distributors. You will be architecting a partner-led commercial growth engine. Your mission is to drive high-intent pipeline and close complex deals through our key ecosystem partners, ensuring that the value promised during the commercial sales cycle is fully realized throughout the entire customer lifecycle. You will work closely alongside our Business Units (BU's) to align these specialized partner competencies with our Technical Decision Points (TDP's) for pipeline focus.

Responsibilities

  • Pipeline Orchestration: Collaborate with Specialized and commercial-focused partners to identify high-fit accounts and build a durable, high-velocity pipeline.
  • Strategic Alignment: Co-design account strategies with commercial sellers, leveraging partner status as trusted advisors to penetrate new markets.
  • Partner Collaboration: Work alongside Partner Account Managers (PAMs) to drive commercial-specific business initiatives.
  • Value-Based Co-Selling: Lead joint sales pursuits using Value Engineering to anchor propositions in customer business outcomes.
  • Mutual Action Plans: Facilitate MAPs between commercial internal teams, partners, and clients to ensure a frictionless path to closure.
  • Deal Architecting: Manage partner-led transactions from discovery to signature, maintaining the partner as the primary relationship driver.
  • The Success Handshake: Bridge the gap between initial close and long-term value by keeping partners embedded in the Customer Success workflow.
  • Outcome Realization: Execute customer success frameworks to track and measure business outcomes, ensuring high adoption and time-to-value.
  • Expansion & Retention: Identify upsell opportunities by leveraging partner-led insights into evolving customer needs.

Requirements

  • 10+ years of combined experience in customer/partner success, commercial sales, business development, or partner/distribution management.
  • 5+ years specifically within a partner organization, ideally in a sales capacity.
  • Proven expertise in Value Selling and quantifying ROI to build compelling business cases.
  • Strong "Partner-Led" mindset with a track record of closing business in complex co-sell environments.
  • Exceptional cross-functional communication, consultative selling, and stakeholder management skills.
  • Build and maintain relationships with global experts and ecosystem teams to align on strategic Commercial goals.
  • Identify and analyze industry trends to ensure proper strategic alignment of ecosystem initiatives.
  • Measure and highlight success through KPIs and the development of internal/external success stories.
  • Ability to travel globally as required to support strategic partner initiatives.
  • Deep understanding of IT trends in the commercial segment and the post-sale landscape.
  • The salary range for this position is $172,020.00 - $275,360.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
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Benefits

Comprehensive medical, dental, and vision coverageFlexible Spending Account - healthcare and dependent careHealth Savings Account - high deductible medical planRetirement 401(k) with employer matchPaid time off and holidaysPaid parental leave plans for all new parentsLeave benefits including disability, paid family medical leave, and paid military leaveAdditional 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 timeHealth insuranceDental insuranceVision insurance401(k)Remote work optionsFlexible scheduleEquity / stock optionsPerformance bonusParental leave

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