• ISV Partner Director

    Location GB-London
    Posting date 3 weeks ago(2/1/2019 7:02 AM)
    Job ID
    Alliance or Partner Sales
  • 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 in the Europe, the Middle East, and Africa (EMEA) region is looking for an ISV Partner Director to join us London, U.K. In this role, you will help us continue to expand our partnerships with independent software vendors (ISVs), giving them the benefits that the Red Hat software portfolio brings in terms of innovation, robustness, openness, and cost efficiencies. You’ll define the strategy to build the ISV partner ecosystem with a focus on EMEA-headquartered ISVs supporting our vertical journey. As an ISV Partner Director, you will provide leadership to a team of ISV partner account managers and work closely with the global partner, marketing, business development, and services teams. This role can also be based in Germany or France.

    Primary job responsibilities

    • Lead the Red Hat’s ISV relationships in the EMEA region and develop and carry out the EMEA ISV strategy
    • Motivate and inspire the ISV Sales team to grow business and promote effective sales strategies
    • Establish relationships and further develop existing global and local ISVs within the EMEA market; confirm business plans with targeted ISVs support the roll out of the go-to-market relationships
    • Guide the sales team to achieve strategic and booking goals
    • Recruit, enable, and leverage target ISVs with focus on core verticals and strategic and enterprise customer requirements
    • Establish, explain, and convince target ISVs with regards to Red Hat’s solid technology position and benefits of the ISV program
    • Ensure that Red Hat’s offerings are the leading technology choice for EMEA ISV application development and offerings

    Required skills

    • 5 years of progressive sales leadership experience in a technology organization
    • 5+ years experience with and a deep understanding of the ISV EMEA marketplace
    • Ability to work in an inclusive and collaborative manner with the ability to form connected virtual teams working towards a common goal
    • Solid understanding of the needs and requirements of the EMEA ISV market
    • Ability to work with partners in a solutions-oriented way and have the ultimate responsibility for partner business planning based for example on the CHAMP methodology
    • Value chain management experience
    • Ability to partner with senior business leaders to understand their needs and deliver solutions that meet customer expectations
    • Leadership experience with a technology sales organization working with partners; software and technology services sales are a big plus
    • Experience with direct people management of geographically distributed and virtual teams
    • Ability to work as part of a team across organizations through persuasion, respect, and trust
    • Proven experience developing sales organizations that consistently deliver 30+% year-over-year increases in revenue
    • Familiarity with subscription models
    • Experience with and knowledge of the telco industry, both on the network and IT sides
    • Excellent planning, financial, and analytical skills; ability to apply these skills to complex situations with competing priorities using excellent business insight

    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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