Redhat - Channel Sales Account Manager

Department : Alliance or Partner Sales, Field or Inside Sales

Location : IN-New Delhi

Job description :

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 an experienced Channel Sales Account Manager to join us in New Delhi, India. In this role, you'll be responsible for promoting sales, ensuring customer satisfaction, and managing partner engagement within your assigned territory. You'll develop and maintain relationships with channel partners and key accounts while working to sell Red Hat products and services to customers through partners.

- We'll need you to have solid communication skills, as you will be providing demonstrations to show how our technologies can be integrated into the partners' systems to deliver a higher return on investment, while communicating how open source delivers value to their customers.

- You'll also define the Red Hat value proposition for key solution providers, value-added resellers (VARs), and channel partners to win both long and short-term opportunities. This is a quota-oriented role where you'll guide large, complex, partner-led customer engagements.

Primary job responsibilities :

- Ensure Red Hat has an optimal resource landscape in partner organizations from a segmentation, capability, and capacity perspective

- Develop and implement joint business plans that identify key growth areas in partner organizations to help increase revenue and capitalize on our technologies, as well as increase their commitment to our business relationship

- Promote executive engagement on an ongoing basis to increase Red Hat's footprint in the partner's customer accounts

- Manage rebates and various central programs in line with corporate guidance to promote pay for performance through system integrators

- Engage the relevant internal Red Hat resources on training, education, and readiness programs for both distributor and downstream partners

- Collaborate with groups in other verticals to promote their business objectives through the partner ecosystem

- Define and manage the investments required to implement long-term growth initiatives with partner accounts

Required skills :

- 14+ years of relevant experience in partner and solution integrator sales

- MBA or equivalent degree is a major plus

- Ability to form relationships with senior leadership in partner organizations

- In-depth knowledge of solution providers and system integrators, as well as existing relationships in these types of organizations

- Ability to sell solutions with basic technical competence

- Experience with conflict management

- Excellent communication skills, both written and verbal