Senior Manager, Partner Ecosystem Sales_Regional

Job Summary

The Red Hat Ecosystem organization manages our strategic engagement with our global and local partner environment and is leading the industry relationship between Red Hat and its Ecosystem.

The French Red Hat Ecosystem team is looking for a Head of Ecosystem to join us. In this role, you will be responsible to help shape the local ecosystem strategy, business generating initiatives, and ensure these get executed to drive the expected performance achievement in France. The team is critical in helping our partners increase customer transformation, articulate how our solutions help solve their challenges and together deliver customer value, and accelerate value for our ecosystem partners.

What you will bring:

• Create and deliver a regional (French) go-to-market strategy, building on and enabling the EMEA Ecosystem programs and execute against the exsisting plans we already have in place.

• Deliver on the ecosystem bookings, revenue goals and sell-with targets in alignment of EMEA and the French go to market plan.

•  Accurately forecast business and take the necessary actions to achieve results.

• Understand the implications of the different relationships with partners, and be able to manage the teams proficiently as it relates to all sell to and partner with, and even create synergies amongst several partners, in collaboration with other required stakeholders.

• Be a key contributor to Red Hat’s EMEA Ecosystems strategy and initiatives; educate the company about specific needs within France.

• Work in close collaboration with French Country leader, segment sales leaders and peers to manage an aligned go to plan.

•  Increase the growth and maturity of our regional Partner network across all segments in line with the business needs - including incremental revenue growth and Partner autonomous selling.

• Educate Red Hat and internal strategic partners on our partners’ capabilities and on the best ways to work with the ecosystem, while educating our partners on Red Hat’s strategy, offers, and practices.

• Foster a highly collaborative environment between ecosystem partners and Red Hat; be the point of contact and ambassador for our ecosystem partners in Red Hat France.

• Coach, develop, and enable a team of Partner Sales Managers and other individuals across France to drive business growth, incremental revenue and execute with business rigor.

• Develop, motivate, and lead a team that works with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities.

• Attract, develop, and retain the best possible team and ensure that they operate and integrate into the successful Red Hat culture.

• Help your team enable and empower the partner community to successfully sell and deliver Red Hat solutions to end users.

• Collaborate actively with peers on the leadership team, in region and the EMEA Ecosystem organization, to increase Red Hat’s performance and excellence.

What you will bring:

• Excellent market experience in the region, including understanding of partner ecosystem market, competitor strategies and programs, sales cycles, and selling techniques.

• Experience and skills in selling to partners as well as in selling with and through partners, and in playing within ecosystem value propositions that combine multiple types of partners together.

• Several years of experience in partner management in a global, matrix-ed software organization.

•  Proven record of helping develop successful partner fulfillment and go-to-market strategy.

• Global partner experience and understanding of the different channel partner types, including global diversity.

• Sales, methodology and management experience.

• Solid understanding of how software is used to solve business problems and how cloud technologies are shifting the IT landscape.

• Experience in transforming and enabling partners from a single-product focus to a multi-product and solutions-selling approach.

• Demonstrated ability to plan and set priorities and identify and resolve problems to produce measurable results. 

• Insightful understanding of primary business drivers for ecosystem customers.

• Ability to promote strategy and influence change, while at the same time being a practical person to make things happen.

• Ability to create strategies using new and innovative ideas that meet Red Hat’s unique needs.

• Demonstrated knowledge of channel development, management, strategy, and delivery.

•  Excellent stakeholder engagement and management experience within a dual line reporting org structure.

• Excellent leadership skills, ambassador, and role model of Red Hat’s unique culture.

• Ability to lead with purpose and impact.

• Excellent written and verbal communication skills in English and French.

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 work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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.

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.

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