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Head of Partner Ecosystem, Regional Cemea
3 weeks ago
About the job:
The Red Hat Ecosystem organization manages our strategic engagement with our global partner environment and is leading the industry
relationship between Red Hat and its global Ecosystem.
The Red Hat Ecosystem team is looking for a Head of Partner Ecosystem to join us in Dubai, United Arab Emirates. In this role, you will be responsible to help shape Central Europe, the Middle East, and Africa’s (CEMEA) ecosystem strategy and initiatives, and ensure these get carried out and expected performance is achieved in your respective geo. This is a dual role, combined with in-country Ecosystem Country Leader responsibilities. In addition, as it combines with the Regional responsibility, it will also have a dual working line to the VP Ecosystem EMEA and to the CEMEA Regional Manager.
The team is critical in helping our partners increase customer transformation, articulate how our solutions help solve their challenges and together deliver customer value, and accelerate value for our ecosystem partners.
What you will do:
- Create and deliver a regional go-to-market strategy, building on and enabling the EMEA Ecosystem programs and plans we already have in place in the geo
- Deliver on the ecosystem bookings and revenue goals in alignment of CEMEA and geo specific go-to-market plan
- Accurately forecast business and take the necessary actions to achieve results
- Understand the implications of the different relationships with partners, and manage the teams proficiently as it relates to all sell to and partner with, and even create synergies amongst several partners, in collaboration with other required stakeholders
- Be a key contributor to Red Hat’s EMEA Ecosystems strategy and initiatives; educate the company about geo specific needs and reality
- Work in close collaboration with global segment sales leaders and regional peers (Marketing, Services, Geo Segment Sales leaders) to manage an aligned go to plan
- Increase the growth and maturity of our CEMEA Partner network across all segments in line with the business needs
- Educate Red Hat and internal strategic partners on our partners’ capabilities and on the best ways to work with the ecosystem, while educating our partners on Red Hat’s strategy, offers, and practices
- Foster a highly collaborative environment between ecosystem partners and Red Hat; be the point of contact and ambassador for our ecosystem partners in Red Hat
- Coach, develop, and enable a team of Partner Sales Managers and other individuals across the geo
- Develop, motivate, and lead a team that works with confidence and understanding of the market to move decisively and takes advantage of emerging opportunities
- Attract, develop, and retain the best possible team and ensure that they operate and integrate into the successful Red Hat culture
- Help your team enable and empower the partner community to successfully sell and deliver Red Hat solutions to end users
- Collaborate actively with peers on the leadership team, in region and the EMEA Ecosystem organization, to increase Red Hat’s performance and excellence
What you will bring:
- Bachelor’s degree; MBA or postgraduate degree is a plus
- Excellent market experience, including understanding of partner ecosystem market, competitor strategies and programs, sales cycles, and selling techniques
- Experience and skills in selling to partners as well as in selling with and through partners, and in playing within ecosystem value propositions that combine multiple types of partners together
- Several years of experience in partner management in a global, matrixed software organization
- Proven record of helping develop successful partner fulfillment and go-to-market strategy
- Global partner experience and understanding of the different channel partner types, including global diversity
- Solid understanding of how software is used to solve business problems and how cloud technologies are shifting the IT landscape
- Experience in transforming and enabling partners from a single-product focus to a multi-product and solutions-selling approach
- Demonstrated ability to plan and set priorities and identify and resolve problems to produce measurable results
- Insightful understanding of primary business drivers for ecosystem customers
- Ability to promote strategy and influence change, while at the same time being a practical person to make things happen
- Ability to create strategies using new and innovative ideas that meet Red Hat’s unique needs
- Demonstrated knowledge of channel development, management, strategy, and delivery
- Excellent stakeholder engagement and management experience within a dual line reporting org structure
- Excellent leadership skills, ambassador, and role model of Red Hat’s unique culture
- Ability to lead with purpose and impact
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