Job summary:

The Red Hat Spanish team is looking for an experienced Partner Account Manager to join our Partner and Alliance team to manage and develop a set of partners in Lisbon, Portugal. In this role, you will report to the Iberia Partner and Alliances (P&A) Leader, serving as the primary contact for a defined set of partners across Portugal. We are looking for you to take the lead in guiding growth and adoption of Red Hat solutions in the marketplace. You will work closely with your partners to ensure complimentary partner-led services and partner-driven bookings against an agreed partner plan based on Channel and Alliance Management Process (CHAMP) methodology, an established and replicable process that lets brand owners and their business partners work collaboratively to develop and fulfill effective partnerships. Primary job responsibilities:

• Deliver against the P&A strategy in collaboration with the Iberia P&A Leader, local P&A team and Europe, the Middle East, and Africa (EMEA) P&A organization
• Build and maintain a meaningful, aligned, and jointly committed business plan with your partners, based on CHAMP
• Engage and build relationships at all levels within your partners and Red Hat
• Align senior sponsors to improve the relationships and promote greater commitment and investment
• Schedule, manage, and fulfill quarterly business reviews (QBR) with partners and senior sponsors
• Promote best practice business planning with partners, using CHAMP, QBRs, investment programs, funded heads, and enablement resources
• Undertake skills and territory gap analysis, new partner recruitment, and expand portfolio adoption by existing partners
• Make Red Hat the obvious choice for partners by making Red Hat easy to do business with and provide best ROI
• Meet or exceed your pipeline build and bookings goals
• Unite, motivate, and inspire your partners to be engaged and effective in increasing consistent sales strategies resulting in pipeline and booking growth as well as meeting and exceeding main KPIs as defined in the CHAMP plan
• Build pipeline using Red Hat deal registration and influencer programs as key measures of success
• Collaborate with Marketing teams to build supporting frameworks for pipeline build and amplification of Red Hat brand and message to and through partners
• Identify new potential end user account opportunities, motivate partner?s sellers to meet with Red Hat sellers to qualify cooperation opportunities; schedule meetings, summarize actions, promote follow up meetings, and ensure commitments are delivered on
• Motivate partners to accelerate their investment and commitment in Red Hat through field engagement with their sales team, Red Hat sales team, and key sponsors on both sides
• Collaborate with other Partner Account Managers to ensure consistent sales fulfillment with your partners, Red Hat sellers, and country P&A organizations
• Help foster a positive team culture

Required skills:

• 3+ years of experience as a partner account manager
• Ability to work in an inclusive and collaborative manner with the ability to form connected virtual teams working toward a common goal
• Ability to work with partners in a solutions oriented way and have ultimate responsibility for partner business planning (e.g., based on CHAMP methodology, etc.)
• Ability to build long-term relationships by establishing trust and credibility with an emphasis on coaching teams to achieve a high level of competence
• Organized, goal orientated, and ability to deliver against a program or initiative, bringing it to life across your partners with clear, defined results, and review points
• Sales and partner management experience with a technology sales organization working with partners; software and technology services sales
• Good knowledge of subscription and Software-as-a-Service (SaaS) sales
• Good knowledge and experience of Portuguese market
• Appreciation of working in a matrixed organization which includes hard line and soft line managers
• Demonstrate teamwork across organization through influence, respect, and trust
• Excellent planning, financial, and analytical skills; ability to apply these skills to complex situations with competing priorities using excellent business insight
• Fluency in Portuguese and English

About Red Hat:

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.

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.