Global Partner Sales & Success Lead
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Job Description
Global leader driving commercial growth with Red Hat's Specialized Partners. Overseeing pipeline orchestration and value-based co-selling in the commercial segment.
Responsibilities:
- Pipeline Orchestration: Collaborate with Specialized and commercial-focused partners to identify high-fit accounts and build a durable, high-velocity pipeline.
- Strategic Alignment: Co-design account strategies with commercial sellers, leveraging partner status as trusted advisors to penetrate new markets.
- Partner Collaboration: Work alongside Partner Account Managers (PAMs) to drive commercial-specific business initiatives.
- Value-Based Co-Selling: Lead joint sales pursuits using Value Engineering to anchor propositions in customer business outcomes.
- Mutual Action Plans: Facilitate MAPs between commercial internal teams, partners, and clients to ensure a frictionless path to closure.
- Deal Architecting: Manage partner-led transactions from discovery to signature, maintaining the partner as the primary relationship driver.
- The Success Handshake: Bridge the gap between initial close and long-term value by keeping partners embedded in the Customer Success workflow.
- Outcome Realization: Execute customer success frameworks to track and measure business outcomes, ensuring high adoption and time-to-value.
- Expansion & Retention: Identify upsell opportunities by leveraging partner-led insights into evolving customer needs.
Requirements:
- 10+ years of combined experience in customer/partner success, commercial sales, business development, or partner/distribution management.
- 5+ years specifically within a partner organization, ideally in a sales capacity.
- Proven expertise in Value Selling and quantifying ROI to build compelling business cases.
- Strong 'Partner-Led' mindset with a track record of closing business in complex co-sell environments.
- Exceptional cross-functional communication, consultative selling, and stakeholder management skills.
- Build and maintain relationships with global experts and ecosystem teams to align on strategic Commercial goals.
- Identify and analyze industry trends to ensure proper strategic alignment of ecosystem initiatives.
- Measure and highlight success through KPIs and the development of internal/external success stories.
- Ability to travel globally as required to support strategic partner initiatives.
- Deep understanding of IT trends in the commercial segment and the post-sale landscape.
Benefits:
- Comprehensive medical, dental, and vision coverage
- Flexible Spending Account - healthcare and dependent care
- Health Savings Account - high deductible medical plan
- Retirement 401(k) with employer match
- Paid time off and holidays
- Paid parental leave plans for all new parents
- Leave benefits including disability, paid family medical leave, and paid military leave
- Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
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