Partner Sales Executive

15 hours ago

Mumbai, India Red Hat Software Full time

About the job:
What you will do:

- Increase Red Hat’s revenue and customer value by connecting aligned partners with the right capabilities to solve customers' needs to sales opportunities, through joint account planning, lead sharing, and marketing and demand-generation activities
- Attain pod quota for new acquisitions, expansion, and renewals by forecasting and managing partner deal pipeline progression, deal status, and performance
- Develop joint account plans with Partner Account Managers and partners to increase customer demand and consumption; identify whitespace and acquisition targets and expanding existing accounts to new use cases and workloads
- Deliver and integrate partner expertise into sales cycle activities to facilitate solutions selling; identify and integrate partners into account and territory plans
- Connect with the Red Hat Ecosystem team to identify partner capability and capacity gaps in account base
- Work with Partner Account Managers to identify key sales counterparts in partner organizations
- Collaborate with Red Hat and partner marketing for demand-generation within pod
- Work with Customer Success, renewals, and partners to ensure customer “time to value” and renewal
- Advocate within Red Hat to include partners in opportunities and increase customer value
- Coordinate with Partner Account Managers to increase pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat resources or programs

What you will bring:

- Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrixed organization
- Excellent understanding of customers within assigned territory, including customers' business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
- Solid understanding of partner ecosystem and how to sell together with channel partners
- Ability to articulate the value of Red Hat solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner sales counterparts
- Ability to cultivate long-term relationships and develop advocates across customer and partner organizations
- Strategic focus and value engineering skills to position and sell solutions to customer needs with and through partners

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