Red Hat · 2 days ago
Cloud Market Place Partner Account Manager
United States
Full-time
Remote
Senior Level
$221K/yr - $365K/yrRed Hat is the world’s leading provider of enterprise open source software solutions, and they are seeking a Global Cloud Marketplace Partner Account Manager to join their team. This role focuses on building strategic relationships with partners and driving cloud marketplace strategies to accelerate business growth.
Enterprise SoftwareProperty & Casualty InsuranceSoftwareInsurTechLinuxOpen SourceOperating Systems
Responsibilities
Develop and manage long-term strategic relationships with multiple partners, serving as the primary liaison and the 'face' of Red Hat for those marketplace organizations
Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies
Align stakeholders across Red Hat to gain consensus and prioritize the Global Cloud team’s requirements using data driven business analysis
Develop and execute joint strategic plans in conjunction with the BUs
Collaborate with partners to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals
Lead the Marketplace business discussions (alongside the hyperscaler PAMs) during quarterly and annual business reviews with the partner, involving key stakeholders from Red Hat and the partner
Identify and help foster relationships between C-level executives at the partner organization and Red Hat
Drive cloud marketplace strategy for Red Hat partners
Communicate partner profitability through the hyperscaler marketplaces
Work closely with Regional PAM and the Partner Learning teams to enable select partners to resell Red Hat software
Understand and articulate the various marketplace programs available to partners and end customers
Highlight wins and lessons learned on a quarterly basis
Drive distribution led private offer motions, working closely with Red Hat’s Global Distribution Organization
Work closely with Red Hat Sales, Legal, Finance, Business Architecture and the BUs to ensure proper execution of cloud marketplace sales
Develop a business & value case for Red Hat to pursue a new joint solution or listing
Use data driven insights to adapt the execution based on market demands
Collaborate with the partner to showcase the value of our products, highlighting how they can be seamlessly integrated into their solutions to address their customers' business challenges and drive meaningful outcomes
Identify key partner decision-makers and marshal efforts to win their buy-in, investment and business growth focus
Promote Partner solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat
Foster collaboration with Red Hat Services, SPP program goals, certification of resources and building both capabilities and capacity
Enable Partner-driven Growth and Success
Develop and implement strategies to generate new incremental joint pipeline opportunities with partners to include reporting on performance (pipeline, certifications, revenue)
Identify potential markets and verticals for new pipeline growth in collaboration with partners
Track and measure partner-sourced opportunities through a robust deal registration process
Collaborate with partners and Red Hat field sales to accelerate and drive closure for key strategic opportunities to achieve sales targets
Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business
Analyze data to predict trends and inform strategic planning
Leverage the Red Hat Partner Program to build partner loyalty, focus, commitment and incremental revenue growth - leading to autonomous selling and incremental revenue growth
Qualification
Required
Strong track record of building strategic relationships, specifically in the software and services industries, and developing the business with partners, coupled with the ability to create joint business plans that deliver measurable outcomes
Proven history of consistently meeting and exceeding revenue targets through effective partner collaboration
Ability to translate partner business needs into joint solutions and manage those initiatives
Experience working with complex ecosystems
Ability to grow channel ecosystem in a multi-product company
Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat
Demonstrated experience in driving technology sales and solution adoption with partners
Works well in heavily matrixed environments
Willingness to travel across geo up to 50%
Excellent communication skills in English
Benefits
Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Company
Red Hat
Red Hat is a software company that offers enterprise open-source software solutions. It is a sub-organization of IBM.
Founded in 1993
10001+ employees
H1B Sponsorship
Red Hat has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
2%
Represents job field similar to this job
Sales
Engineering and Development
Management and Executive
Customer Service and Support
Product Management
Marketing
Creatives and Design
Accounting and Finance
Human Resources
Legal and Compliance
Trends of Total Sponsorships
*2026 (42)
2025 (155)
2024 (148)
2023 (153)
2022 (181)
2021 (154)
2020 (106)
Funding
Current Stage
Public CompanyTotal Funding
unknown2018-10-28Acquired
1999-08-20IPO
1999-03-09Corporate Round
Leadership Team
Emmanuel Bernard
Quarkus co-founder and lead
Brian Stevens
SVP and AI CTO
Recent News
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