Senior Director, Global Alliance Partnership

Red Hat, Inc. - Remote

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

Red Hat has a long and successful history of partnering with some of the largest technology providers in the market. The Red Hat Global Alliances team is looking for a Senior Director of Global Alliance Partnerships to join us. In this role, you will be responsible for developing and carrying out a multi-year sales plan to continue to propel revenue growth with our top partners. You will lead a team of global alliance executives to formulate and oversee the implementation of strategies and initiatives with each of our key partners. You’ll serve as a key advisor to Red Hat's executive staff, regional general managers, and the partner team with regards to Red Hat's overall global alliance strategy. You’ll develop and implement a best-in-class strategy to build and measure the success of the Red Hat partners and partner sales teams. As a Senior Director, you’ll need to have a solid record of people management experience, deep understanding of the technology providers’ businesses, and a proven record of overseeing the creation and management of large-scale international programs for a related software company.

Primary job responsibilities
Develop a strategic alliance model capable of aggressive year-over-year growth; model should support the growth plans of the business units, regions, and key strategic programs to guide investment decisions related to alliance investments, joint revenue projections, and revenue realization
Lead a team of experienced alliance executives to build and lead sustainable and mutually beneficial relationships with strategic alliance partners to promote joint organizational and financial investments by both Red Hat and the partners
Lead the team to develop and carry out joint strategies with assigned alliance partners to grow our business
Establish and lead the team to achieve aggressive year-over-year bookings growth objectives, interlocked with the growth plans of the business teams and regions
Build and manage executive relationships across key stakeholders at Red Hat and the partners
Support partner investment in Red Hat skills, competencies, practices, and solutions to grow our joint business
Effectively manage a significant budget of the market development funds to achieve results
Represent the partner ecosystem internally to all Red Hat stakeholder groups, e.g., geographic regions, product groups, marketing, finance, and operations
Establish and maintain regular communication cadence with stakeholder constituents
Mentor and proactively assist team members in the important development and implementation of strategic Red Hat and partner-joint programs and solutions
Work with other Red Hat alliance route leaders, e.g., independent software vendors (ISVs), cloud, and global system integrators (GSI) on three-way partnering
Be the escalation point of contact to help resolve partnership conflicts using network of key contacts within Red Hat and partner organizations, as well as your knowledge of mutual businesses
Coordinate with Red Hat Alliance Operations team on the development and communication of the Global Strategic Alliances business performance, including financial performance, key metrics, and related insights
Required skills
Proven strategic planning, business development, sales awareness, and partner and alliance team management experience
Experience managing a $500M+ partner organization and demonstrated ability to use personal knowledge, processes, and solution selling strategies and methodologies to meet revenue growth objectives
Relationship-oriented with a solid executive presence and proven ability to build credibility with partner executives, industry analysts, and employees
Solid reputation for developing and maintaining successful global partner relationships
Knowledge of Red Hat, open source, Linux, middleware, and cloud software technology, including Red Hat OpenStack Platform, Red Hat OpenShift, and containers is a plus
Proven record of success with creation and implementation of strategic, large-scale original equipment manufacturer (OEM), software, services, and cloud partnership programs
Proven record of setting and managing sales quotas, employee development and performance plans, management by objectives (MBO), budgets, and market development funds
Proven organizational and planning skills
Ability to thrive in a dynamic, changing environment and make personal connections with technical-oriented people as well as C-level audience
Experience conducting business in U.S. and Latin America (LATAM), and overseas in Europe and Asia Pacific (APAC) is a plus
Experience with open source commercial business model a plus

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