Distribution Partner Sales Account Manager at Red River

Milan, Lombardy, Italy -

Full Time

Start Date

Immediate

Expiry Date

18 Jun, 26

Salary

0.0

Posted On

20 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Partner Sales Management, Ecosystem Sales, Distribution Partner Management, Strategic Relationship Development, Go-to-Market Strategy, KPI Measurement, Business Reviews, Executive Relationship Building, Joint Pipeline Generation, Deal Registration, Sales Forecasting, Conflict Management, Matrixed Environments, Business Case Development, Partner Enablement, Technology Sales

Industry

IT Services and IT Consulting

Description

The Red Hat Partner Ecosystem team seeks a Distribution Partner Account Manager (DPAM) to join us in Milan, Italy. The Partner Ecosystem Success team is a force multiplier. We focus on growing and enabling a vital ecosystem of partners who use Red Hat technology with or in their solutions, provide services for Red Hat products, or sell their solutions to end customers. Associates in the DPAM role are at the heart of our ecosystem mission. You will be joining a community of partner account professionals who are highly trained and experienced in business, technical and partner selling skills. This role serves not only as a facilitator but also as a key catalyst in driving and achieving Red Hat's goals through distribution and partner growth. We are looking for a partner account manager to be focused on the authorised distributors for our Italian market. What you will do: Develop and manage long-term strategic relationships with one or more Distribution partners, serving as the primary liaison and the 'face' of Red Hat for those Distributors. Serve as a trusted advisor to Distributors, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies. Develop and execute joint strategic plans using the CHAMP Methodology. Collaborate with Distributors to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals. Conduct quarterly and annual business reviews with the Distributors, involving key stakeholders from Red Hat and the partner. Identify and help foster relationships between C-level executives at the Distributor organization and Red Hat. Encourage partners to commit to joint initiatives by adopting Red Hat products or building them into repeatable solutions. Develop a business & value case for the partner to pursue a new joint solution or line of business in collaboration with Red Hat. Work with Red Hat teams to demonstrate the value of our products & show how they can be integrated into partner solutions. Identify key partner decision-makers and marshal efforts to win their buy-in. Promote Partner solutions and capabilities by executing a joint Marketing plan. Enable Partner-driven Growth and Success Develop and implement strategies to generate new incremental joint pipeline opportunities with partners through Distribution. Identify potential markets and verticals for new pipeline growth in collaboration with Distributors. Track and measure partner-sourced opportunities through a robust deal registration process. Assist field sales teams in identifying and developing opportunities through partners. Work closely with partners and field sales teams to close deals and achieve sales targets. Regularly update and review the opportunity pipeline with partners to ensure alignment and progress. Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business. Analyze data to predict trends and inform strategic planning. Drive partner enablement on Red Hat products and their use in joint solutions Ensure the Distributor has sales and technical capability to successfully sell and promote Red Hat offerings via partners Use Distribution to support the partner in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development/Engineering teams. Coordinate training and enablement plans for partner service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully. Delivery of five key outcomes which contribute to the success metrics of this role Increased skills and scale of your partner Measurable incremental pipeline through or with your Partners Advocacy and increased mindshare for your partners internally and externally Joint Case studies and references Number of Design wins and repeatable solutions What you will bring: 5 or more years experience in Ecosystem and Partner sales management Strong track record of developing and managing successful partner relationships, particularly in Distribution Experience working with complex ecosystems. Ability to grow channel ecosystem in a multi-product company Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat Demonstrated experience in driving technology sales and solution adoption with partners Strength in conflict management Working well in heavily matrixed environments Entrepreneurial spirit Experience building strategic relationships and developing the business with partners Ability to translate partner business needs into joint solutions and manage those initiatives Willingness to travel across the region; Italy Excellent communication skills in Italian and English 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. 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. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply. We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.

Responsibilities

The Distribution Partner Account Manager will develop and manage long-term strategic relationships with authorized distributors in the Italian market, serving as the primary liaison and trusted advisor for Red Hat technologies and joint go-to-market strategies. This role is also responsible for driving incremental joint pipeline opportunities, tracking performance against KPIs, and ensuring partner teams have the necessary sales and technical enablement to promote Red Hat offerings.