Partner Sales Executive Job at Red Hat Software
About the job:
What you will do:
What you will bring:
The Red Hat Public Sector team is looking for a Partner Sales Executive to join us in North America Public Sector (Tyson's Corner). In this role, you'll promote sales, ensure customer satisfaction, and manage partner engagement within your assigned territory to set strategy and close deals. You will develop and maintain relationships with our internal Ecosystem team(s) and with our partners(ISV’s, OEMs, VARs and Distributors), regional and global system integrators (SIs), and independent software vendors (ISVs). As a Partner Sales Executive, you will serve as a Red Hat’s ambassador and a subject matter expert for business-related challenges of our public sector agencies/entities and articulate the value of Red Hat solutions to your partner sales counterparts.
What you will do:
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Increase Red Hat’s revenue and customer value and solve customer’s needs by connecting the aligned partners to sales opportunities through join account planning, lead sharing, and market or demand generation activities
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Attain POD quota for new acquisitions, expansion, and renewals by forecasting and managing partner deal pipeline progression, deal status, and performance
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Develop joint account plans with partner account managers and partners to motivate customer demand and consumption; identify white space and acquisition targets and expand existing accounts to new use cases and workloads
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Deliver and integrate partner expertise into sales cycle activities to facilitate solution selling; identify and integrate partners into account and territory plans
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Cooperate with the Red Hat Ecosystem team to identify partner capability and capacity gaps in account base
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Work with partner account managers to identify key sales counterparts at partners
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Collaborate with Red Hat and partner marketing for demand-generation within pod
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Work with Customer Success team, renewals, and partners to ensure customer time to value and renewal
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Advocate within Red Hat to include partners in opportunities and grow customer value
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Coordinate with partner account managers to motivate pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat resources or programs
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Support PAM & “sell 2” AE’s on identifying potential solution development
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Develop effective win strategies which will include identifying and qualifying new opportunities with ecosystem partners
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Shape RFP responses through strategic customer engagements and mission enhancing solutions with the Capture and PAM ecosystem teams
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Identify common agency/entity themes to drive long term strategies leveraging the ecosystem and
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Cultivate existing relationships in Fed CIV, SLED IC and/ or DOD based on assigned POD’ s
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Connect the customer mission to Ecosystem Solutions
What you will bring:
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Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization
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Bachelor's degree and 5+ years of experience in business development
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Solid understanding of customers within the assigned territory, including customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
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Solid understanding of partner ecosystem and how to sell together with channel partners
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Ability to articulate the value of Red Hat’s solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner sales counterparts
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Ability to cultivate long-term relationships and develop advocates across customer and partner organizations
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Strategic orientation and value engineering skills to position and sell solutions to customer needs with and through partners
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Proven experience selling complex IT solutions to mid-sized organizations and multiple decision makers by engaging the partner ecosystem
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Strong understanding of assigned customer(s) in Federal or SLED agencies with relevant organization relationships
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Possess active clearances as needed
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Willingness to travel across the region, following Red Hat’s COVID-19 guidelines
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Excellent communication skills in English
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