• Senior Manager, APAC OEMs

    Location SG-Singapore
    Posting date 5 days ago(11/13/2018 5:14 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

    The Red Hat Sales team is looking for a Senior Manager for the Original Equipment Manufacturer (OEM) industry to join us in Singapore. In this role, you’ll build strategic alliances with OEM vendors to ensure that we jointly offer the market compelling solutions. You will own the strategic plan for OEM business within Asia Pacific (APAC), working with HPE, IBM, Lenovo, Dell, Cisco, and will be responsible for working with the country leadership teams to implement the plan. This role has both a transactional management component as well as a medium and long term business development component.

    Primary job responsibilities

    • Meet OEM bookings targets and work with regional and in-country leadership and alliance teams to support strategic goals of the Red Hat OEM plan
    • Initiate and create regional and in-country OEM programs (joint marketing, enablement, sales programs)
    • Ensure that Red Hat solutions are sold with and through OEM partners by incorporating our technology into OEM sales and marketing motions
    • Liaise with worldwide Business Unit and Global Business Development teams to ensure that APAC partner and market requirements are incorporated into global go-to-market strategy
    • Grow and strengthen executive relationships with OEM partners through quarterly business reviews (QBR's), executive planning engagements, and developing personal relationships with senior executives
    • Work with sales teams to support joint sales engagement and assist them to close opportunities with OEM partners
    • Meet partner satisfaction goals
    • Work with partners and broader partner ecosystem to target competitive opportunities and segments in market and develop plans to engage those opportunities
    • Guide country general managers, sales managers, and alliance managers on how to maximize incremental impact from OEM partnerships

    Required skills

    • Undergraduate degree with 10+ years of sales and partner sales experience
    • Understanding of how OEM's operate internally and the constraints they face in delivering customer facing initiatives and campaigns; experience working for a global OEM is preferred
    • Ability to get things done through influence
    • Solid written and verbal communication skills
    • Demonstrated track record in implementation
    • Good commercial skills with analytical, presentation, and planning skills
    • Sales and marketing leadership skills
    • Ability to create and articulate strategies and translate them into measurable objectives and plans

    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.



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