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Posted 11 months ago

  • Posting date 2 hours ago(5/15/2019 7:36 AM)
  • Company Description

    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.

    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 Hats 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 Hats 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 Hats 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
  • Bachelor's degree; MBA is a plus
  • Knowledge of Red Hat, open source, Linux, middleware, cloud technologies, and virtualization is a plus
  • 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, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

    Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.