The Red Hat Middle East team is looking for an experienced Partner Account Manager to join us remotely in the United Arab Emirates. In this role, you will oversee sales activities across our solutions portfolio for the Middle East, including Egypt. With IBM and Red Hat joining forces, our market potential to reach end customers has multiplied. You will manage this strategic relationship, guiding sales through the partner or their high-touch partner ecosystem members. You\'ll work with your assigned partner to generate incremental revenue growth and identify new overall Red Hat business by developing aligned sales plays. You\'ll serve as the primary point of contact for this partner, applying your good understanding of how best to work with the partner to accelerate the use of Red Hat\'s technologies. As a Partner Account Manager, you will work closely with the Europe, the Middle East, and Africa (EMEA) teams to align goals and strategies with the local ones. You\'ll guide incremental business around the white space and you\'ll coordinate with the Field Channel teams the onboarding of the partner\'s ecosystem members that will add value to the existing Red Hat ecosystem and stimulate the growth of incremental revenue. Successful applicants must reside in a country where Red Hat is registered to do business.
What you will do
Build and carry out a local business plan with clear goals, objectives, and metrics that are in alignment with existing EMEA-wide strategies
Provide guidance to and work with local teams from the Alliance Partner team
Manage the engagement between Red Hat and the partner on all levels in the Middle East and North Africa (MENA) region
Work with the Channel teams from the strategic partner to identify relevant partners that could augment the Red Hat ecosystem
Guide strategic business planning with the relevant majority of these partners in coordination with Red Hat\'s local teams
Work with Red Hat\'s local teams to attract members of the partner\'s ecosystem
Build a business plan for the incremental business that will come through this strategic partner and the members of its channel
Report on a weekly basis on the progress of the white space through the members of the ecosystem
Support Red Hat\'s new partners by being present in customer meetings, leading from the front, and actively enabling partners in positioning Red Hat\'s solutions in Red Hat\'s new accounts
What you will bring
Proven record of large direct and indirect global account sales experience
Proven record of managing a global alliance partner in a regional, multicultural context
Demonstrated experience with partner or alliance management within the enterprise software industry beyond managing the relationship but guiding incremental sales
Ability to thrive in a dynamic, changing environment and make personal connections with technically-oriented people and C-level audiences
Good planning and analytical skills; demonstrated ability to apply these skills to complex situations with competing priorities
Demonstrated ability to build and maintain both partner and internal executive-level relationships
Ability to build and manage account and partner plans
Ability to work with local teams in the country and follow up on the implementation of business plans
Ability to forecast accurately
Excellent written and verbal communication skills in English
Ability to translate partner business needs into joint solutions and manage these initiatives
Ability to perform under pressure and adapt to an ever-changing work environment
Ability to have investment discussions with the channel partners and monetize the investment in Red Hat through business potential in the white space
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