Introduction
Red Hat is seeking a dynamic and experienced Born-in-the-Cloud Hyperscaler's Channel Manager to drive the adoption of Red Hat solutions across major cloud platforms, including AWS, Google Cloud, and Microsoft Azure. This role focuses on managing and growing relationships with partners who exclusively work with cloud providers, ensuring Red Hat's solutions are positioned effectively to meet customer needs in the cloud ecosystem.
The ideal candidate will have a strong background in cloud partnerships, channel management, and pipeline creation, with a proven track record of working with hyperscaler's and cloud-native partners.
Your role and responsibilities
Key Responsibilities:
1. Strategic Partner Management:
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- Build and manage relationships with partners who specialize in cloud providers (AWS, Google Cloud, Microsoft Azure).
- Collaborate with hyperscaler partners to position Red Hat solutions as a critical component of their cloud offerings.
- Drive joint go-to-market (GTM) initiatives with cloud providers and their partner ecosystems.
2. Pipeline Creation and Growth:
- Develop and execute strategies to create a robust sales pipeline through cloud-focused partners.
- Identify new business opportunities and drive revenue growth by leveraging partner ecosystems.
- Monitor and report on pipeline progress, ensuring alignment with Red Hat's business objectives.
3. Partner Onboarding and Enablement:
- Onboard new partners and ensure they are equipped with the necessary tools, training, and resources to sell Red Hat solutions effectively.
- Conduct regular enablement sessions to keep partners updated on Red Hat's product portfolio and value proposition.
- Foster a strong partner community by organizing events, webinars, and workshops.
4. Cross-Functional Collaboration:
- Work closely with Red Hat's sales, marketing, and product teams to align partner strategies with overall business goals.
- Collaborate with hyperscaler teams to develop co-selling opportunities and joint solutions.
- Provide feedback from partners to internal teams to improve product offerings and GTM strategies.
5. Performance Metrics and Reporting:
- Track and measure partner performance against key metrics, including revenue growth, pipeline contribution, and market penetration.
- Provide regular updates to leadership on partner activities, achievements, and challenges.
Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
Qualifications:
- Experience:
- 6-8 years of experience in channel management, partner development, or cloud alliances.
- Proven experience working with hyperscalers (AWS, Google Cloud, Microsoft Azure) and cloud-native partners.
- Strong understanding of cloud technologies, including hybrid cloud, containers, and Kubernetes.
- Skills:
- Excellent communication and relationship-building skills.
- Strong business acumen with the ability to identify and capitalize on market opportunities.
- Experience in creating and managing sales pipelines.
- Ability to work in a fast-paced, dynamic environment.
- Education:
- Bachelor's degree in Business, IT, or a related field (or equivalent experience).
Preferred technical and professional experience
- Certifications:
- Relevant cloud certifications (e.g., AWS Certified Solutions Architect, Google Cloud Professional, Microsoft Azure Solutions Architect).
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