Channel Sales Account Manager (2024)

Red Hat

Job Type

Full Time

Location

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.The Red Hat Australia and New Zealand (ANZ) Channels team is looking for a Channel Sales Account Manager focused on the development and growth of our mid market business to join us in Sydney, Australia to help accelerate our continued growth and expansion in this important segment. In this role, you''ll focus on business development and new partner establishment. You will develop and lead Red Hat''s activities and the growth of our mid market partners and end customers across this important and growing ANZ segment. You''ll define and implement initiatives with partners to ensure growth, along with finding, recruiting, and enabling new partners in this rapidly growing marketspace. As a Channel Sales Account Manager, you will work to create activities and processes that promote Red Hat''s offerings, develop and further grow our successful partner ecosystem, and encourage new partners to adopt and promote our services and solutions. You''ll be expected to have experience with B2B IT channel resellers, value-added resellers (VAR) channel, or the distribution channel and a solid understanding of the channel landscape. Importantly, you''ll need to have a demonstrated new business record and passion for success. This is a newly created senior business development role reporting to the ANZ Director of Channels. This position is open to internal candidates only. Outside candidates, including referrals, are not being accepted at this time.

• Help define and successfully implement Red Hat''s mid market strategy and business plans for ANZ to ensure that we exceed our business objectives
• Provide management and leadership of our mid market partner ecosystem, including identifying, recruiting, and developing potential partners for Red Hat
• Effectively fulfill partner recruitment and enablement activities to build out a new partner ecosystem in the mid market space including VARs; work with our channel partner managers and channel account managers to further grow our existing go-to-market partner ecosystems to capture more of the mid market share
• Create initiatives to positively extend Red Hat’s partner base in the mid market in ANZ across key metrics including coverage, market share, bookings, and share of wallet
• Attain the sales objectives established for Red Hat''s mid market
• Provide subject matter expertise, support, and leadership to the members of the business and partners within the ecosystem around the mid market
• Actively assess, clarify, and validate partner needs on an ongoing basis
• Measure and report on the success of your role

• Motivated and practical; ability to work with partners and with a broad range of internal stakeholders
• Proven experience entering new markets or significantly growing an existing market on an accelerated curve with a partner-focused approach
• Experience managing and leading solutions providers and system integrators (SIs), including a sound understanding of how to successfully enable sell-with and sell-through activities
• Passion for success; team-focused with the desire to be part of a growing successful business and channels team
• 8+ years of experience working in international sales and business development in a partner ecosystem
• Ability to persuade others to achieve results
• Sound business insight and the ability to successfully engage the C-suite of potential partners, existing partners, and end customers
• Excellent communication skills in English
• Willingness to travel up to 50% of the time

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.