Partner Sales Executive

The Red Hat Commercial Sales team is looking for a Partner Sales Executive to join us in Melbourne. In this role, you'll promote sales, ensure customer satisfaction, and manage partner engagement in our Emerging customer segment across APAC. You will develop and maintain relationships with our internal Ecosystem team across the region, as well as with key partners, regional & global system integrators (SIs) and ISVs. As a Partner Sales Executive, you will serve as a Red Hat ambassador and a subject matter expert for business-related challenges of our commercial customer base and articulate the value of Red Hat solutions to your partner sales counterparts.
What you will do:
Drive Red Hat’s revenue and customer value by connecting aligned partners with the right capabilities to solve customers' needs to sales opportunities, through joint account planning, lead sharing, and marketing/demand-generation activities
Attain pod quota for new acquisitions, expansion, and renewals by forecasting and driving partner deal pipeline progression, deal status, and performance
Develop joint account plans with Partner Account Managers and partners to drive customer demand and consumption; identify whitespace/acquisition targets and expanding existing accounts to new use cases and workloads
Deliver and integrate partner expertise into sales cycle activities to facilitate solution selling; identify and integrate partners into account/territory plans
Interlock with the Red Hat Ecosystem team to identify partner capability / capacity gaps in account base
Work with Partner Account Managers to identify key sales counterparts at partners
Collaborate with Red Hat and partner marketing for demand-gen within pod
Work with Customer Success, renewals, and partners to ensure customer “time to value” and renewal
Advocate within Red Hat organization to include partners in opportunities and drive client value
Liaise with Partner Account Managers to drive pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat resources or programs
What you will bring:
5+ years of experience working in a solutions sales role
Demonstrable success selling remotely via phone and other digital tools
Excellent leadership & communication skills, with ability to engage a diverse set of stakeholders in a matrixed organization
Strong understanding of customers within assigned territory, including customers' business, industry trends, competitive landscape, and Red Hat differentiators/ value proposition
Strong understanding of partner ecosystem and how to sell together with channel partners
Ability to articulate the value of Red Hat solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner sales counterparts
Ability to cultivate long-term relationships and develop advocates across client and partner organizations
Strategic orientation and value engineering skills to position and sell solutions to client needs with and through partners
About Red Hat
Red Hat
is the world’s leading provider of enterprise
open source
software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
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.

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