Partner Sales Executive - Air Force

Partner Sales Executive (PSE) Job Description, North America Public Sector Air Force

Job Summary

The Red Hat Public Sector team Partner Sales Executive to join us in Tysons Corner.  Promote sales, ensure customer satisfaction, and manage partner engagement within your assigned territory to set strategy and close deals. Develop and maintain relationships with our internal Ecosystem team(s) and with our partners(ISV’s, OEMs, VARs and Distributors), regional and global system integrators (SIs), and independent software vendors (ISVs). You will serve as a Red Hat’s ambassador and a subject matter expert for business-related challenges of our public sector agencies/entities and articulate the value of Red Hat solutions to your partner sales counterparts.

Responsibilities

• Increase Red Hat’s revenue and customer value and solve customer’s needs by connecting the aligned partners to sales opportunities through join account planning, lead sharing, and market or demand generation activities 

• Attain POD quota for new acquisitions, and expansion, by forecasting and managing partner deal pipeline progression, deal status, and performance

• Develop joint account plans with partner account managers and partners to motivate customer demand and consumption; identify white space and acquisition targets and expand existing accounts to new use cases and workloads

• Deliver and integrate partner expertise into sales cycle activities to facilitate solution selling; identify and integrate partners into account and territory plans

• Cooperate with the Red Hat Ecosystem team to identify partner capability and capacity gaps in account base

• Work with partner account managers to identify key sales counterparts at partners

• Collaborate with Red Hat and partner marketing for demand-generation within pod

• Work with Customer Success team, renewals, and partners to ensure customer time to value and renewal

• Advocate within Red Hat to include partners in opportunities and grow customer value

• Coordinate with partner account managers to motivate pipeline velocity and alleviate friction points, highlighting needs to connect partners to Red Hat resources or programs

• Support PAM & “sell 2” AE’s on identifying potential solution development

• Develop effective win strategies which will include identifying and qualifying new opportunities with ecosystem partners

• Shape RFP responses through strategic customer engagements and mission enhancing solutions with the Capture and PAM ecosystem teams

• Identify common agency/entity themes to drive long term strategies leveraging the ecosystem and

• Cultivate existing relationships in Fed CIV, SLED IC and/ or DOD  based on assigned POD’s

•  Connect the customer mission to Ecosystem Solutions

Skills

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization

• Knowledge of Air Force mission and programs

• Bachelor's degree and 10+  years of experience in business development

• Solid understanding of customers within the assigned territory, including customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition

• Solid understanding of partner ecosystem and how to sell together with channel partners

• Ability to articulate the value of Red Hat’s solutions, Red Hat’s differentiation, and the Red Hat opportunity to partner sales counterparts

• Ability to cultivate long-term relationships and develop advocates across customer and partner organizations

• Strategic orientation and value engineering skills to position and sell solutions to customer needs with and through partners

• Proven experience selling complex IT solutions to mid-sized organizations and multiple decision makers by engaging the partner ecosystem

• Strong understanding of assigned customer(s) in Federal or SLED agencies with relevant organization relationships

• Possess active clearances as needed

• Excellent communication skills in English

The salary range for this position is $200,480.00 - $330,820.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

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! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

Equal Opportunity Policy (EEO)
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, veteran status, 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.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply. 

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