Partner Account Manager, Red Hat Middle East, Dubai, UAE

About the job

The Red Hat Middle East team is looking for an experienced Partner Account Manager to join us remotely in the United Arab Emirates. In this role, you will oversee sales activities across our solutions portfolio for the Middle East, including Egypt. With IBM and Red Hat joining forces, our market potential to reach end customers has multiplied. You will manage this strategic relationship, guiding sales through the partner or their high-touch partner ecosystem members. You'll work with your assigned partner to generate incremental revenue growth and identify new overall Red Hat business by developing aligned sales plays. You'll serve as the primary point of contact for this partner, applying your good understanding of how best to work with the partner to accelerate the use of Red Hat's technologies. As a Partner Account Manager, you will work closely with the Europe, the Middle East, and Africa (EMEA) teams to align goals and strategies with the local ones. You'll guide incremental business around the white space and you'll coordinate with the Field Channel teams the onboarding of the partner's ecosystem members that will add value to the existing Red Hat ecosystem and stimulate the growth of incremental revenue. Successful applicants must reside in a country where Red Hat is registered to do business.

What you will do

Build and carry out a local business plan with clear goals, objectives, and metrics that are in alignment with existing EMEA-wide strategies

Provide guidance to and work with local teams from the Alliance Partner team 

Manage the engagement between Red Hat and the partner on all levels in the Middle East and North Africa (MENA) region

Work with the Channel teams from the strategic partner to identify relevant partners that could augment the Red Hat ecosystem

Guide strategic business planning with the relevant majority of these partners in coordination with Red Hat's local teams

Work with Red Hat's local teams to attract members of the partner's ecosystem

Build a business plan for the incremental business that will come through this strategic partner and the members of its channel

Report on a weekly basis on the progress of the white space through the members of the ecosystem

Support Red Hat's new partners by being present in customer meetings, leading from the front, and actively enabling partners in positioning Red Hat's solutions in Red Hat's new accounts

What you will bring

Proven record of large direct and indirect global account sales experience

Proven record of managing a global alliance partner in a regional, multicultural context

Demonstrated experience with partner or alliance management within the enterprise software industry beyond managing the relationship but guiding incremental sales 

Ability to thrive in a dynamic, changing environment and make personal connections with technically-oriented people and C-level audiences

Good planning and analytical skills; demonstrated ability to apply these skills to complex situations with competing priorities

Demonstrated ability to build and maintain both partner and internal executive-level relationships

Ability to build and manage account and partner plans

Ability to work with local teams in the country and follow up on the implementation of business plans

Ability to forecast accurately

Excellent written and verbal communication skills in English 

Ability to translate partner business needs into joint solutions and manage these initiatives

Ability to perform under pressure and adapt to an ever-changing work environment

Ability to have investment discussions with the channel partners and monetize the investment in Red Hat through business potential in the white space

#LI-REMOTE #LI-BH1

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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.

Diversity, Equity & Inclusion at Red Hat

Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

Equal Opportunity Policy (EEO)

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

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