Distribution Partner Account Manager

Red Hat France; Puteaux; Sur place; EUR 60 000 - 80 000; Plein temps

Résumé du poste

A leading company in enterprise open source software seeks a Distribution Partner Account Manager in Paris. The role focuses on building strategic relationships with distribution partners, driving joint growth, and ensuring successful collaboration. Ideal candidates will have extensive experience in partner sales management and strong communication skills in both French and English.

Qualifications

• 5+ years experience in Ecosystem and Partner sales management.
• Proven success in developing and managing partner relationships.

Responsabilités

• Develop and manage long-term strategic relationships with Distribution partners.
• Track and measure partner-sourced opportunities through a deal registration process.

Connaissances

Strategic relationship building

Conflict management

Business development

Fluent communication

Description du poste

The Red Hat Partner Ecosystem team seeks a Distribution Partner Account Manager (DPAM) to join us in Paris, France. The Partner Ecosystem Success team is a force multiplier, focusing on growing and enabling a vital ecosystem of partners who use Red Hat technology, provide services for Red Hat products, or sell their solutions to end customers. Associates in the DPAM role are at the heart of our ecosystem mission, joining a community of highly trained partner account professionals skilled in business, technical, and partner selling skills. This role serves as both a facilitator and a catalyst in driving Red Hat's goals through distribution and partner growth. We are looking for a partner account manager focused on authorized distributors in the French market.

What you will do :

1. Develop and manage long-term strategic relationships with Distribution partners, serving as the primary liaison and the face of Red Hat for those Distributors.
2. Serve as a trusted advisor to Distributors, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies.
3. Develop and execute joint strategic plans using the CHAMP Methodology.
4. Collaborate with Distributors to agree on, measure, and track Key Performance Indicators (KPIs) to ensure partnership success.
5. Conduct quarterly and annual business reviews with Distributors involving key stakeholders from Red Hat and the partners.
6. Identify and foster relationships between C-level executives at the Distributor organization and Red Hat.
7. Encourage partners to adopt Red Hat products or build them into repeatable solutions through joint initiatives.
8. Develop business and value cases for partners to pursue new joint solutions or lines of business with Red Hat.
9. Work with Red Hat teams to demonstrate product value and integration into partner solutions.
10. Identify key decision-makers and coordinate efforts to secure their buy-in.
11. Promote partner solutions and capabilities via joint marketing plans.

Enable Partner-driven Growth and Success

1. Develop strategies to generate new joint pipeline opportunities with partners through Distribution.
2. Identify potential markets and verticals for pipeline growth in collaboration with Distributors.
3. Track and measure partner-sourced opportunities through a deal registration process.
4. Assist sales teams in identifying and developing opportunities through partners.
5. Work closely with partners and sales teams to close deals and meet sales targets.
6. Regularly review the opportunity pipeline with partners to ensure alignment.
7. Provide timely forecasts of partner-generated opportunities and sales.
8. Analyze data to predict trends and inform strategic planning.
9. Drive partner enablement on Red Hat products and joint solutions.
10. Ensure Distributors have the sales and technical capabilities to promote Red Hat offerings.
11. Coordinate training and enablement plans for partner teams.
12. Deliver outcomes such as increased partner skills and scale, incremental pipeline, advocacy, joint case studies, and design wins.

What you will bring :

• 5+ years experience in Ecosystem and Partner sales management, particularly in Distribution.
• Proven success in developing and managing partner relationships in complex ecosystems.
• Ability to grow channel ecosystems in a multi-product environment.
• Experience in driving technology sales and solution adoption with partners.
• Strong conflict management skills and experience working in matrixed environments.
• Strategic relationship building and business development with partners.
• Ability to translate partner needs into joint solutions and manage initiatives.
• Willingness to travel within France.
• Fluent communication skills in French and English.

About Red Hat

Red Hat is a leading provider of enterprise open source software, delivering high-performing Linux, cloud, container, and Kubernetes technologies worldwide. Our flexible work environments and inclusive culture foster innovation and idea sharing.

Inclusion at Red Hat

Our culture emphasizes transparency, collaboration, and inclusion, empowering diverse perspectives and ideas to drive innovation. We welcome applicants from all backgrounds.

Equal Opportunity Policy (EEO)

Red Hat is committed to equal opportunity employment and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, or other protected categories. We support individuals with disabilities and provide accommodations during the application process.

Required Experience :

Manager

Key Skills

Experience in Internship, Data Warehousing, Adobe Flash, Database Administration, Logistics

Employment Type : Full-Time

Experience : Years

Vacancy : 1