Partner Sales Account Manager

3 settimane fa

Milano, Italia Red Hat A tempo pieno

About the jobThe 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 doManage distribution partners; develop and fulfill business plans to align with expected revenue growthHelp gain traction across existing and new partners for Red Hat's stack of solutionsOwn and manage quarterly key performance indicators (KPIs), rebates, and business development fundsOwn and manage business forecasting and consolidationCoordinate and collaborate on maintaining a high retention of subscription renewals in the territory; work across the Project and Accounting (P&A) and Sales teamsEngage Subscription Education and Awareness Program (SEAP) with the Third Party Renewals teamDevelop and implement sales and technical enablement, training, SEAP, and partner and sales programs; use current programs and tools to manage alignment of business goalsManage distributor focus to identify and recruit new partners; expand Red Hat base with emerging technologies for existing partnersWork with Global Finance, Operations, and Legal teams to improve distributors' operational efficiency; define and carry out global programs, alignment, common processes, and best practicesWhat you will bring5+ years of experience managing distributors for a vendor; good understanding of the complexities of managing a two-tier distribution modelExperience in building strategic relationships, growing revenue, and aligning goals with distributors and partnersBackground 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 associatesGood problem solver; ability to handle ambiguity or occasional channel conflictAptitude to manage the financial responsibilities of quarterly business KPIs, rebates, business development funds, and other programsGood negotiation skills; ability to spot good sales opportunitiesSuccessful indirect sales experience selling complex software solutionsExperience 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 platformsExceptional written and verbal Italian and English communication and presentation skillsAbility to work as part of a dynamic, flexible teamSolid understanding of open source and cloud service provider models in distribution is a plusDirect sales experience is a plus#LI-NG1

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