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April

Partner Business Development Manager - Cloud & Ccsp

Red Hat - Sydney, NSW

IT
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

Job Summary

Help us further accelerate our year-over-year (YoY) business growth. The Red Hat Australia and New Zealand (A/NZ) Partners and Alliances team is looking for a Partner Business Development Manager- Cloud to join us in Sydney or Melbourne, Australia. In this role, you will help develop and lead Red Hat's cloud partnerships centred around our world-leading, global Certified Cloud Service Provider (CCSP) program. You will lead and sell with our local cloud and managed service provider partners, and co-sell with hyperscalers including Microsoft Azure, Amazon Web Services (AWS), IBM Cloud, and Google Cloud Platform (GCP). You will work cooperatively with our CCSP partners and the business to create activities and processes that promote Red Hat's cloud offerings, develop and grow our successful partner network, and encourage our partners to adopt and promote these solutions. You'll need to have a solid combination of business development and partner leadership skills, because you'll be expected to foster communication with our current partners, develop connections with potential partners, and support ongoing activities that will grow Red Hat's business.

Primary Job Responsibilities

  • Manage the CCSP program in the A/NZ region, and our partners to increase cloud adoption, develop, grow and secure new business
  • Help define and successfully fulfill Red Hat's cloud partner strategy and business plans for A/NZ ensuring the achievement of our partnership goals and objectives including growth
  • Proactively provide management and leadership in and of Red Hat's existing strategic alliances including Microsoft Azure, AWS, IBM, and Google Cloud to co-sell and develop new business opportunities
  • Create initiatives to positively extend the Red Hat managed services and cloud partner base in A/NZ in the key metrics of: coverage, market-share, new business, bookings and share of wallet
  • Attain the sales objectives established for the cloud partner ecosystem in A/NZ
  • Provide subject matter expertise, support, and cloud leadership to the members of the business and partners within the ecosystem
  • 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
  • Proactively lead joint partner planning process, developing mutual performance objectives, financial targets, and critical milestones associated with developing and building productive partner relationship 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

Required Skills
  • Self-motivated 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 sound understanding of how to successfully enable sell with and sell thru 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 successful engage the C-suite of potential partners, existing partners, and end customers
  • Willingness to travel up to 50%

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.