Job Summary
The Red Hat Ecosystem Team is looking for a Partner Account Manager to join our growing Global Partner Ecosystem Success team, focused on cultivating Red Hat’s growing industrial partner ecosystem. Lead Red Hat’s product and business efforts with a select set of global strategic partners in the industrial automation, electrification, and robotics industry; working side-by-side to their Global Technical Strategist and in coordination with Red Hat Product, Sales, Engineering, and Regional Business Development teams. Qualifications include a strong alliance management background, the ability to drive global scale technology adoption, credible industrial technical knowledge, and Red Hat relevant technology knowledge.

What you will do

• Develop and execute on an overall vision, strategy, and partnership plan for targeted industrial automation partners resulting in net new offerings and exceeding quarterly and annual sales targets globally.
• Identify key areas of alignment between Red Hat and industrial edge partners, focused on uncovering strategic joint offering opportunities - working in collaboration with peer Global Technical Strategist and field industrial teams you will drive the discovery, prioritization, definition, and business plan for new joint offerings with global scale industrial partners.
• Engage all relevant stakeholders (e.g. Sales, Marketing, Engineering, Product Management, Operations, Services, etc.) and decision makers, to drive cross-functional alignment and go-to-market strategies.
• Leverage technical experience to be credible with key internal and external stakeholders as you initiate the scoping of new solution business opportunities.
• Be able to drive industrial automation transformation for key areas of industrial ecosystem derived from high level experience in key areas including Software-defined controls, next-generation distributed control systems, IT/OT convergence, and key industrial standards.
• Lead partners on leveraging RH products - help guide partner’s key business, sales, and product leadership on leveraging Red Hat’s product portfolio.
• Orchestrate a broader set of Red Hat technical teams that will engage key partners including partner technical programs, engineering teams, and other technical resources
• Work with relevant stakeholders on offering related topics as it pertains to operationalizing partner offerings including support enablement, field enablement, etc.
• Evangelize Red Hat’s vision for Industrial Automation and Industrial Edge.
• Drive negotiations of technology & business agreements with industrial edge partners.
• Build strategic alignment with industrial edge partner’s channel to drive go-to-market programs, solutions development, field enablement and technical alignment

What you will bring

• 7+ years of experience in business development working with senior leadership to conceptualize, build, and execute global scale partnership initiatives.
• Consistent track record driving bookings planning and execution with global industrial edge partners.
• Prior experience working with industrial ecosystem with players such as Siemens, Schneider, Rockwell, Codesys, Critical Manufacturing in addition to key SoC ecosystem players such as Intel, Arm, and NVIDIA.
• Working knowledge of major industry trends in enterprise software and infrastructure including but not limited to, Hybrid Cloud, Kubernetes, AI, Edge, etc.
• Ability to work across multiple teams and multiple geographies within Red Hat
• Creative and curious with a sense of humor and a professional attitude

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About Red Hat
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• Develop and execute on an overall vision, strategy, and partnership plan for targeted industrial automation partners resulting in net new offerings and exceeding quarterly and annual sales targets globally.
• Identify key areas of alignment between Red Hat and industrial edge partners, focused on uncovering strategic joint offering opportunities - working in collaboration with peer Global Technical Strategist and field industrial teams you will drive the discovery, prioritization, definition, and business plan for new joint offerings with global scale industrial partners.
• Engage all relevant stakeholders (e.g. Sales, Marketing, Engineering, Product Management, Operations, Services, etc.) and decision makers, to drive cross-functional alignment and go-to-market strategies.
• Leverage technical experience to be credible with key internal and external stakeholders as you initiate the scoping of new solution business opportunities.
• Be able to drive industrial automation transformation for key areas of industrial ecosystem derived from high level experience in key areas including Software-defined controls, next-generation distributed control systems, IT/OT convergence, and key industrial standards.
• Lead partners on leveraging RH products - help guide partner’s key business, sales, and product leadership on leveraging Red Hat’s product portfolio.
• Orchestrate a broader set of Red Hat technical teams that will engage key partners including partner technical programs, engineering teams, and other technical resources
• Work with relevant stakeholders on offering related topics as it pertains to operationalizing partner offerings including support enablement, field enablement, etc.
• Evangelize Red Hat’s vision for Industrial Automation and Industrial Edge.
• Drive negotiations of technology & business agreements with industrial edge partners.
• Build strategic alignment with industrial edge partner’s channel to drive go-to-market programs, solutions development, field enablement and technical alignmen