• Channel Partner Manager – Cloud

    Location AU-North Sydney
    Posting date 1 month ago(9/10/2018 3:41 AM)
    Job ID
    Alliance or Partner Sales, Business Development
  • 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

    Help us further accelerate our year-over-year (YoY) business growth. Red Hat's Australian and New Zealand (ANZ) Channels sales team is looking for a Channel Partner Manager to join us in Sydney or Melbourne, Australia. In this role, you will develop and lead Red Hat's relationship with our partners and alliances across the ANZ market, focusing on Red Hat's cloud technologies and our world-leading, global Certified Cloud Service Provider (CCSP) program. You'll define and carry out initiatives with our local partners. You’ll lead existing partners and be responsible for finding, recruiting, and enabling new partners for Red Hat’s cloud technologies. You’ll collaborate with strategic cloud partners including Microsoft Azure, Amazon Web Services (AWS), and Google Cloud Platform (GCP). As a Channel Partner Manager, you will work cooperatively with CCSP partners and the business across the region to create activities and processes that promote Red Hat’s cloud offerings, develop and grow our successful partner network, and encourage our partners to adopt and promote these solutions. You’ll need to have a solid combination of business, communication, business development, and partner leadership skills because you’ll be expected to foster communication with our current partners, develop connections with potential partners, and support ongoing activities that will grow Red Hat's business.

    Primary job responsibilities

    • Help define and successfully carry out Red Hat's cloud partner strategy and business plans for ANZ
    • Proactively provide management and leadership in and of Red Hat's existing strategic alliances including Microsoft Azure, AWS, and GCP
    • Create initiatives to positively extend Red Hat’s virtualization and cloud partner base in ANZ in the key metrics of coverage, market share, bookings, and share of wallet
    • Attain the sales objectives established for the cloud partner ecosystem in ANZ
    • Work to identify and develop potential Red Hat’s partners with a focus on Red Hat cloud technology, effectively carrying out partner recruitment and enablement activities
    • Manage the Red Hat CCSP program in the ANZ region and its key partners and provide input into the Asia Pacific (APAC) team on possible enhancements to the program
    • Provide subject matter expertise, support, and cloud leadership to the members of the business and partners within the ecosystem
    • Proactively assess, clarify, and validate partner needs on an ongoing basis
    • Measure and report on your successes

    Required skills

    • Motivated and engaged; ability to work with partners and with a broad range of internal stakeholders
    • Proven experience in entering new markets or significantly growing an existing market on an accelerated curve with a partner-focused approach
    • Experience in 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 with a desire to be considered the best
    • 8+ years of experience in business development in a partner ecosystem
    • Successful record in a partner ecosystem or the development of a successful partner ecosystem; understanding of local SIs or managed services providers
    • Sound business insight and the ability to successful engage the c-suite of potential partners, existing partners, and end customers
    • Excellent written and verbal communication skills in English
    • Willingness to travel up to 50%

    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.

    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.



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