About the job

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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