Partner Sales Account Manager

About the job

The Red Hat Sales team is looking for a Senior Distribution Partner Account Manager to join us in Milan or Rome, Italy. In this role, you will be a part of the Partner and Alliances team. You will manage existing distributors and focus on revenue growth and business alignment with our distributors and partners. Working with the complexities of a two-tier distribution model, you'll ensure that our distribution partners are maximizing our partner programs and business development funding. We'll need you to assist distributors so they can sell and support the entire Red Hat stack of solutions to existing partners and help onboard new ones. As a Senior Distribution Account Manager, you will also develop and implement Red Hat product enablement and training and ensure that distributors are operationally efficient to support our partner base. In addition you will cover the small and medium-sized business (SMB) segment with the SMB Sales team and manage customer business opportunities with the help of both distributors and accredited resellers.

What you will do

• Manage distribution partners; develop and fulfill business plans to align with expected revenue growth
• Help gain traction across existing and new partners for Red Hat's stack of solutions
• Own and manage quarterly key performance indicators (KPIs), rebates, and business development funds
• Own and manage business forecasting and consolidation
• Coordinate and collaborate on maintaining a high retention of subscription renewals in the territory; work across the Project and Accounting (P&A) and Sales teams
• Engage Subscription Education and Awareness Program (SEAP) with the Third Party Renewals team
• Develop and implement sales and technical enablement, training, SEAP, and partner and sales programs; use current programs and tools to manage alignment of business goals
• Manage distributor focus to identify and recruit new partners; expand Red Hat base with emerging technologies for existing partners
• Work with Global Finance, Operations, and Legal teams to improve distributors' operational efficiency; define and carry out global programs, alignment, common processes, and best practices

What you will bring

• 5+ years of experience managing distributors for a vendor; good understanding of the complexities of managing a two-tier distribution model
• Experience in building strategic relationships, growing revenue, and aligning goals with distributors and partners
• Background in developing and fulfilling business plans; experience with using a programmatic approach to managing multiple channels, large distributors, telesales, and a sales and technical staff of around 250 sales associates
• Good problem solver; ability to handle ambiguity or occasional channel conflict
• Aptitude to manage the financial responsibilities of quarterly business KPIs, rebates, business development funds, and other programs
• Good negotiation skills; ability to spot good sales opportunities
• Successful indirect sales experience selling complex software solutions
• Experience in a minimum of one of the pillars of Red Hat software: infrastructure like operating systems, storage, or management solutions, cloud, middleware like Platform-as-a-Service (PaaS), and mobile platforms
• Exceptional written and verbal Italian and English communication and presentation skills
• Ability to work as part of a dynamic, flexible team
• Solid understanding of open source and cloud service provider models in distribution is a plus
• Direct sales experience is a plus

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