Job Summary
The Red Hat EMEA Enterprise Sales team is looking for an experienced sales professional to lead co‑selling motions with IBM. In this role you will lead the overall go‑to‑market and sales strategy, delivery and performance of Red Hat’s co‑selling efforts with IBM, within your assigned market/territory in the Enterprise segment. The strategic priority of this role is to establish Red Hat as the open, hybrid cloud platform upon which IBM takes its products and services to market and to facilitate a vibrant co‑selling, go‑to‑market relationship between Red Hat and IBM.
Key measures of success include incremental ACV, pipeline growth and other KPIs as mutually defined by Red Hat and IBM senior leadership. This role cultivates a relationship with IBM while ensuring neutrality, the rules of engagement and championing Red Hat’s unique identity in the marketplace. This role also focuses on growing the Enterprise footprint by identifying and capitalizing on the unmet and unarticulated needs of Enterprise customers by executing on innovative solutions that translate to revenue.
You will be part of a highly connected, virtual, and matrixed team that is dedicated to tackling questions, resolving issues and adapting to the changing business needs arising from IBM and Red Hat go‑to‑market operations. In this role you must act as a thought leader and be perceived as such, but also roll up your sleeves to assist sellers as they work through co‑selling mechanics.
This position reports to the Geo VP, Enterprise Sales Leader.
What you will do- Drive engagement and a healthy pipeline across select IBM Markets to translate into incremental revenue for Red Hat products and services.
- Develop and evolve the Geo’s Red Hat/IBM strategy for business development in support of key programs and initiatives.
- Collaborate with Red Hat’s Global Enterprise leadership team to understand joint IBM/RHT sales plays and develop in‑Geo initiatives to execute upon those plays.
- Leverage globally defined success metrics, monitor progress and report performance to leadership.
- Provide feedback to Tech Sales, the Global Enterprise leadership team and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
- Partner with Red Hat and IBM Operations to operationalize initiatives, including lead passing, joint opportunity ownership, deal registration, accuracy and tracking of incentives and analytics.
- Ensure ownership by leaders and sales teams in both organizations and drive a regular cadence that provides transparency on progress and needs.
- Map Red Hat’s coverage model to IBM coverage needs.
- In partnership with Field & Partner Learning, ensure Geo’s sales teams are enabled, are running the correct sales plays and are driving the sales motions required to achieve Red Hat’s sales goals via co‑branded solution delivery.
- Ensure teams are conducting robust account planning, account strategy sessions and customer briefings with clearly identified action items around co‑selling within selected accounts.
- Lead key executive touch‑points in IBM and Red Hat to provide keen insights and recommendations to continually improve upon our mutual efforts.
- Mobilize and lead cross‑functional resources across Red Hat / IBM to support customer engagements.
- Serve as a key escalation point, as needed, to ensure field success.
- Build awareness across both IBM and Red Hat regarding key plays, incentives and customer wins.
- Speak at internal and external events to evangelize Red Hat/IBM value propositions and positioning.
- Track and report out on pipeline, wins, revenue and other KPIs.
- 12+ years sales leadership experience selling complex software or service infrastructure solutions to Enterprise organizations.
- Broad Red Hat portfolio knowledge in addition to a solid understanding of IBM’s portfolio and go‑to‑market structure, plays, and ways of working.
- Ability to articulate the value of Red Hat’s solutions, Red Hat’s differentiation and the Red Hat opportunity to partner sales counterparts.
- Demonstrated experience in building and leading high‑performing, geographically‑dispersed, multifaceted teams in a…
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