Partner Business Development Manager - Cloud

Red Hat (Melbourne VIC, Australia) 1 day ago

Off the back of the continued growth in our hyperscale and cloud markets, we are doubling down our investment in the cloud space. The Red Hat Sales team is looking for a Partner Business Development Manager to join us in Melbourne, Australia. In this role, you will develop and lead Red Hat's relationship with our partners and alliances across the Australia and New Zealand (ANZ) market, focussed on Red Hat's cloud technologies, our world leading, global Certified Cloud Service Provider (CCSP) program and specifically AWS (Amazon Web Services). You'll define and deliver initiatives with AWS, including leading this existing cloud partnership; finding, recruiting, and enabling new partners for Red Hat cloud technologies within the AWS ecosystem, and collaborating with this key, strategic cloud partner to increase new business. You will work cooperatively with the partner and their partners, and the business across the region to create activities and processes that promote Red Hat cloud offerings, develop and grow our successful partner network and new business, and encourage our partners to adopt and promote these solutions. We need you to have a solid combination of business, communication, business development, and partner leadership skills, because we will expect you to foster communication with our current partners, develop connections with potential partners, and support ongoing activities that grow Red Hat's business.

You must have experience in B2B IT channel resellers, national managed solutions providers, the value added reseller (VAR) Channel, or a telco provider, and ideally have a solid understanding of the channels landscape in ANZ. This is a senior business and partner development role reporting into the Director of Partners and Alliances, ANZ.

  • Manage the AWS partnership in and across ANZ, to increase cloud adoption, develop, grow and secure new business, including co-sell
  • Help define and successfully fulfill Red Hat's cloud partner strategy and business plans for ANZ ensuring the achievement of our partnership goals and objectives including growth
  • Create initiatives to positively extend Red Hat's managed services and cloud partner base in ANZ in the key metrics of: coverage, market-share, new business, bookings, and share of wallet, centred on AWS
  • Attain the sales objectives established for the cloud partner ecosystem in ANZ through AWS
  • Provide subject matter expertise, support, and cloud leadership to the members of the business and partners within the ecosystem, around AWS and its offerings and those co-developed with Red Hat
  • Work with internal stakeholders including marketing and our Asia Pacific (APAC) led generation services to enable and support our partners to actively promote our products, services, solutions, and offerings, generating net new business for our partners via the AWS platform.
  • Proactively lead joint partner planning process, developing mutual performance objectives, financial targets, and critical milestones associated with developing and building productive partner relationships for a select number of key cloud business partners
  • Present to and consult with mid and senior level management in our business and our partner ecosystem, on business and cloud trends with a view to developing solutions, offerings, and new routes to market
  • Motivation and practical; ability to work with partners as well as with a broad range of internal stakeholders
  • Proven experience in entering new markets or significantly growing an existing market on an accelerate curve with a partner focused approach
  • Experience in managing and leading service providers and large system integrators, including a solid understanding of how to successfully enable sell with and sell through activities
  • Passion for success, with a desire to excel
  • 8+ years of experience in sales and business development in and through a partner ecosystem
  • Ability to influence others in order to achieve results
  • Successful record in a partner ecosystem or the development of a successful partner ecosystem, with an understanding of local system integrators or managed services providers
  • Demonstrated ability to take charge in a cross-functional environment; along with a sound business acumen and the ability to successfully engage the C-suite of potential partners, existing partners, and end-customers
  • Willingness to travel up to 50% in line with Red Hat’s COVID-19 guidelines

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.

Partner Business Development Manager - Cloud

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