Global SI Channel Manager

Red Hat (Singapore, Singapore) 6 hours ago

Manage the Association of Southeast Asian Nations (ASEAN) and South Korea alliances within key global system integration (SI) and managed service provider (MSP) partners across the region.

The Red Hat Global Partner Alliance team is looking for a Global SIs Channel Manager to join us in Singapore. In this role, you will guide executive and sales alignment. You’ll need to have a record of successfully guiding strategic alliances and delivering business results. You'll deliver joint technology solutions and develop and handle a set of shared objectives to deliver revenue growth. As a Global SIs Channel Manager, you will build a comprehensive alliance business plan that will specify a joint partnership strategy and you’ll carry it out with support from the local in-country sales team. You’ll be responsible for the establishment and nurturing of key relationships between the respective executive teams as well as key product and field associates, helping to guide the success of the partnership for both companies.

  • Develop and carry out global system integrator (GSI) alliance strategy and business planning for the ASEAN and South Korea region, including sales, marketing, and go-to-market strategies, programs, and offerings
  • Build and maintain executive relationships with select leaders of key GSI and MSP partners; manage and prepare for the executive meetings, e.g.., quarterly business reviews (QBRs)
  • Handle and facilitate joint field and partner enablement and build measurement systems to consistently track results and progress
  • Work with the Global and Regional SI Alliance team to understand and support the overall strategy and goals
  • Represent Red Hat and the GSI alliances as a spokesperson, subject matter expert, and presenter at internal and external events
  • Serve as an escalation point of contact to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses
  • Obtain critical consensus for Red Hat by positioning, educating, and marketing Red Hat's value proposition across GSI partnerships with traditional solutions as well as emerging technologies for selected GSI platforms and offerings
  • Lead the development and communication of the partnership performance analysis (financial performance, key metrics, and related insight)
  • Work closely with in-country sales teams to guide collaboration and engagements with Global and Regional SI teams
  • 3+ years of senior-level experience in alliances, business development and sales, and product management
  • Proven record of guiding virtual teams and delivering results
  • Previous experience working with multiple countries in the South East Asia, Taiwan, and Hong Kong (SEATH) region
  • Knowledge of Red Hat, open source, Linux, middleware, and cloud or other software technologies, e.g., Red Hat OpenStack Platform, KVM, containers, cloud networking, etc.
  • Excellent written and verbal communication skills to improve collaboration across countries and between global stakeholders
  • Good planning and analytical skills with a proven ability to apply these skills to complex situations with conflicting priorities
  • Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations

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.

Global SI Channel Manager

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