Global Partner Sales & Success Lead

🔥 12 hours ago

🌲 North Carolina, Massachusetts – Remote

🌲 North Carolina – Remote 🍂 Massachusetts – Remote

💵 $172k - $275.4k / year

⏰ Full Time

🟠 Senior

🏆 Customer Success

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Red Hat

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1993

🏢 Enterprise

💰 Corporate Round on 1999-03

Enterprise • Cloud

Red Hat is a leading provider of enterprise open source software solutions, helping companies worldwide to build and deploy applications across hybrid cloud infrastructures. With a strong focus on developing secure, stable, and innovative technologies, Red Hat offers a broad portfolio including products like Red Hat Enterprise Linux, Red Hat OpenShift, and Red Hat Ansible Automation Platform. These products support IT services on any infrastructure efficiently. Trusted by more than 90% of the U. S. Fortune 500, Red Hat empowers organizations to modernize their IT environments, leveraging open source communities to drive technological advancement.

📋 Description

• 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!