Partner Sales Manager - GSI and CCSP

at  Red Hat Inc

The Red Hat Telco Partner Ecosystem team is looking for a GSI and CCSP -Cloud Certified Service Providers- lead to join us in an Asia Pacific and Japan wide role. In this role, you are expected to execute Red Hat’s strategy and value proposition for the GSI and CCSP partners segment, leading cross-functional teams with virtual members from the APAC region and the global TME vertical.
You’ll take care of the success of your partners’ business and guide it with our end customer accounts and ecosystem, developing relationships that monetize our added value today and also build for further future success together. Your success is measured against your ability to build partner’s capability, innovating joint solutions, creating incremental business in collaboration with the key partners and Red Hat account teams in quarterly and yearly revenues per your targets and your ability to build future pipeline.
As the GSI and CCSP Partner Lead, you will help establish Red Hat as a strategic and trusted partner when new business initiatives, use cases and projects are being thought through. This role is based out of Singapore.

What you will do:

• Establish trusted partner relationships with the GSI and OEM partners in APAC so that companies are closely aligned with the goals of the partnership with the Telco accounts
• Serve as the primary point of contact for partners sales through the entire sales life cycle and cooperate with the Red Hat and partners’ stakeholders to achieve sales goals
• Understand Red Hat and partners shared business objectives and strategy by developing business cases that capture the joint added value to customers
• Direct the overall engagement and alignment of our organization’s assigned resources and services (incl. business planning, partner enablement, technical account management, Level 3 support, support training and enablement)
• Understand partners solutions and technologies as they relate to telco business and how they can contribute to mutual success
• Identify and understand partner and end customer issues and goals, organizational setups, decision-making frameworks, etc..
• Excellent planning, financial, and analytical skills; proven ability to apply these skills to complex situations with competing priorities
• Be highly visible through direct customer engagements in the field, promote new business initiatives, and participate in closing deals in support of your selected partners

What you will bring:

• Bachelor’s degree in business administration, marketing, or a technical discipline; MBA is a plus
• Solid understanding of and experience selling telecommunication carrier software solutions, including IT, CRM and AI solutions
• 10-15 years of solid leadership experience in a technology sales organization; software selling experience is a big plus
• Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies
• Ability to present to C-level executives
• Demonstrated ability to manage and develop strategic partner business on a regional level
• Proven experience developing sales organizations that consistently deliver double-digit year-over-year increases in revenue
• Excellent understanding of IT and AI solutions deployed in Telcos and their ecosystem, as well as well as the telco trends like 5G, cloud or edge computing
• Ability to articulate and evangelize the vision and positioning of both Red Hat and open source technology, and secure long-term partner and customer commitments
• Solid interpersonal, communication, and presentation skills; ability to work with teams across the globe with varying skill sets
• Willingness to travel up to 50%
• Fluent English language skills
• Understanding of the open source software engineering and related business models is a plus

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 have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.
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• Establish trusted partner relationships with the GSI and OEM partners in APAC so that companies are closely aligned with the goals of the partnership with the Telco accounts
• Serve as the primary point of contact for partners sales through the entire sales life cycle and cooperate with the Red Hat and partners’ stakeholders to achieve sales goals
• Understand Red Hat and partners shared business objectives and strategy by developing business cases that capture the joint added value to customers
• Direct the overall engagement and alignment of our organization’s assigned resources and services (incl. business planning, partner enablement, technical account management, Level 3 support, support training and enablement)
• Understand partners solutions and technologies as they relate to telco business and how they can contribute to mutual success
• Identify and understand partner and end customer issues and goals, organizational setups, decision-making frameworks, etc..
• Excellent planning, financial, and analytical skills; proven ability to apply these skills to complex situations with competing priorities
• Be highly visible through direct customer engagements in the field, promote new business initiatives, and participate in closing deals in support of your selected partner