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Posted about 1 year ago

Job summary
Manage and lead the relationship with a Tier 1 global strategic partner. The Red Hat Global Partners and Alliances team is looking for a senior-level Alliance Director to join the global team in Munich, Germany. In this role, you will play a key part in the implementation of a multi-year plan, which you will provide input to, in order to rapidly grow revenue with SAP. Your primary focus will be the implementation and measurement or adjustment of joint strategies and initiatives across Red Hat and SAP, as well as directing the creation of go-to-market programs in support of those initiatives.

Primary job responsibilities
Manage all facets of the partnership in close coordination with the Global Head of the SAP business
Build and implement a joint global business plan with clear goals, objectives, and metrics
Guide bookings growth aligned to and in support of the growth plans of Red Hat’s business teams and regions; manage global forecast, pipeline, etc.
Develop and carry out joint strategies with your global and regional counterparts at SAP to grow our joint business
Guide partner investment in Red Hat’s technologies, solutions, skills, marketing and go-to-market programs
Negotiate and manage performance to agreed contractual agreements between Red Hat and SAP, including partnership plans, addenda for special circumstances, etc.
Effectively manage a significant budget of joint market development funds (MDF) to achieve results
Build and manage executive relationships across key stakeholders at partner and Red Hat organizations, including stakeholders from the product management, legal, operations marketing sales and bid desk, etc. fields of industry
Build and manage relationships with global systems integrator (GSI) partners
Build and manage relationships with geography stakeholders to interlock annual plans
Develop joint scalable solutions that address marketplace changes
Coordinate with other Red Hat alliance leaders and partners to promote three-way partnering
Support the field sales team in carrying out their plans with the partner on a global basis
Oversee partner management including contract negotiations, the development of strategic and mutually beneficial relationships, and the management of collaborative programs
Provide guidance to and work effectively across Red Hat’s internal stakeholders, including field sales, product business, finance, legal, and business affairs teams
Establish and promote regular communication cadence with the same stakeholder constituents
Required skills
10+ years of experience in alliances business development, managing Tier 1, global, and industry-leading partners
Proven virtual team leadership and persuasive management skills
Experience working directly or indirectly across multiple partner routes to market, including direct sales, original equipment manufacturers, resellers, systems integrators (SIs), and cloud partners
Experience managing a $300M+ partner business and a demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives
Experience conducting business in the U.S. and overseas in Europe and Asia Pacific (APAC) and Latin America (LATAM) regions
Record of experience with contract negotiation and management
Proven leader with a record of guiding global and virtual teams and delivering results
Relationship-focused with a solid executive presence and proven ability to build credibility with partner and internal executives
Ability to thrive in a dynamic, changing environment and make personal connections with technical-oriented people as well as C-level audiences
Good planning and analytical skills; proven ability to apply these skills to complex situations with competing priorities
Highly collaborative work style with proven ability to gather consensus and take decisive and timely action
Bachelors degree; MBA is a plus
Knowledge of Red Hat, open source, Linux, middleware, cloud technologies, and virtualization is a plus


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