Senior Director, IBM Strategic Partner Management

About The Job

The Red Hat Global Enterprise Sales organization is looking for an executive to lead the IBM / Red Hat Strategic Partnership. 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 in Red Hat’s 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 between Red Hat and IBM.

The primary measure of success is the total ACV and ARR for Red Hat products and services, delivered in conjunction with IBM in collaboration with all Red Hat and IBM business units, geographies, customer sets, and business partners. 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 position reports to the Vice President, Global Enterprise Sales.

• Focus on driving incremental business with IBM across Red Hat’s Enterprise, Commercial and Telco accounts, based on IBMs segmentation of Enterprise, Strategic and Horizon accounts, to deliver on ACV and ARR for Red Hat products and services for all Geos and BUs.
• Develop and evolve the Red Hat/IBM strategy and fulfill key programs and initiatives.
• Collaborate with IBM and Red Hat BUs to define high value customer TDPs and sales plays.
• Collaborate with Finance and Sales Operations to lead annual planning and quota setting process.
• Define success metrics by play, monitor progress weekly and report performance to senior management.
• Provide feedback to BU’s and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
• Provide guidance and support to the Ecosystem, Products and Engineering and IBM BU’s, as needed, regarding offering strategies and evolution i.e., Cloud Paks, systems offerings, and joint services offerings.
• Align and agree on sales objectives and initiatives by geo, BU and customer set. Ensure ownership by named leaders in both organizations.
• Collaborate with IBM to create high impact incentive schemes that motivate field associates in all appropriate organizations.
• Map Red Hat coverage model to IBM coverage segments. Ensure Red Hat geo teams maintain staffing and resourcing to manage programs and customer fulfillment for IBM accounts.
• Deploy holistic account planning process to develop account strategy, financial targets and milestones.
• Lead key senior executive engagements with SVPs in IBM and Red Hat to increase success, collaboration and teamwork. Personally engage with customers on key sales pursuits.
• Mobilize and lead resources cross functionally across Red Hat and IBM to support sales team wins.
• Work with Red Hat and IBM Enablement to build skills in the field needed to create value propositions, articulate product value, and differentiate against competition.
• Build awareness across both IBM and Red Hat regarding key plays, incentives and customer wins.
• Speak at internal and external events to evangelize RH/IBM value propositions and positioning.
• Accurately forecast sales and revenue delivery.
• Provide global approvals in partnership with CLT, Finance and Global Enterprise VP.

• 15+ years global leadership experience selling software or service infrastructure solutions with extensive Red Hat field sales and services leadership experience.
• Broad Red Hat portfolio knowledge is required in addition to possessing a solid understanding of IBM’s portfolio and go-to-market structure, plays and ways of working.
• Demonstrated track‑record of building and leading high‑performing, geographically‑dispersed, multifaceted teams.
• Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology and the complexity of effective architecture/integration of solutions.
• Successful history of direct net new business sales with proven ability to deliver against targets.
• Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to…