**Company Description**
At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.
**Job summary**
Gain deep understanding of the IBM India business, uncover new accounts, and sell our portfolio with and though IBM. The Red Hat Channel Sales team is looking for a Principal Partner Sales Account Manager to join us in Bangalore or Delhi, India. In this role, you will manage the development of solutions and implementation of the sales and technical enablement of IBM as a partner and influencer for Red Hat in the region. You will forecast the respective bookings each quarter and serve as a subject matter expert for all things Red Hat or channel-related. As a Principal Partner Sales Account Manager, you'll need to have excellent communication skills and a record of success in strategic planning, technology and channel sales, and marketing to help us grow Red Hat's business. You’ll also need to have a background with IBM and proven record of success in managing IBM across their business lines.
**Primary job responsibilities**
+ Work closely with IBM and its executives to develop strategic business plans to grow the adoption of Red Hat's solutions
+ Manage internal Red Hat's associates, primarily solutions architects, consultants, and inside sales representatives to support sales and account for expansion efforts with key partners in the field
+ Provide sales support to partner sales teams through training, customer visits, and technical and administrative information, demonstrations, and price quotes for our offerings
+ Create strategic and tactical plans for new business development while leading the extended sales team in using these plans to maximize revenue and growth
+ Develop sustainable revenue across technologies
+ Accurately forecast and close sales that align with company goals
+ Understand IBM's go-to-market strategy and the opportunity each of their campaigns brings to Red Hat
**Required skills**
+ 20+ years of relevant experience working in the information technology (IT) business and with partners in India and South Asian Association for Regional Cooperation (SAARC)
+ Bachelor's degree, preferably in business, marketing, or other technical discipline
+ Proven knowledge of the partner ecosystem and the role it plays on projects of different nature; ability to persuade partners
+ Knowledge of UNIX and Linux operating systems; passion for open source technology
+ Solid understanding of the complete sales cycle management from prospecting to closing
+ Ability to work as part of a dynamic team while demonstrating flexibility and initiative
+ Excellent written and verbal communication skills
+ Referenceable commitment to and alignment with open source
+ Participation in academic and industry events
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, uniformed services, 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.
**Location** _IN-Bangalore_
**Posting date** _1 month ago_ _(10/23/2019 6:11 AM)_
**_Job ID_** _73420_
**_Category_** _Alliance or Partner Sales_
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