The RedHat Partner Ecosystem team seeks a Distribution Partner Account Manager (DPAM) to join us in Milan, Italy. The role focuses on growing and enabling the vital ecosystem of partners who use RedHat technology in their solutions, provide services for RedHat products, or sell their solutions to end customers. You will serve as the primary liaison and “face” of RedHat for our authorized distributors in the Italian market, fostering long‑term strategic relationships and collaborating closely with cross‑functional RedHat teams.
What You Will Do- Develop and manage long‑term strategic relationships with one or more Distribution partners.
- Serve as a trusted advisor to distributors, providing guidance on RedHat technologies, market opportunities, and joint go‑to‑market strategies.
- Develop and execute joint strategic plans using the CHAMP Methodology.
- Collaborate with distributors to agree on, measure, and track key performance indicators to ensure partnership success.
- Conduct quarterly and annual business reviews with distributors, involving key stakeholders from RedHat and the partner.
- Identify and foster relationships between C‑level executives at the distributor organization and RedHat.
- Encourage partners to adopt RedHat products or build them into repeatable solutions.
- Develop a business and value case for the partner to pursue new joint solutions or line of business.
- Work with RedHat teams to demonstrate the value of our products and show how they can be integrated into partner solutions.
- Promote partner solutions and capabilities through a joint marketing plan.
- Generate new incremental joint pipeline opportunities with partners through distribution.
- Track and measure partner‑sourced opportunities through a robust deal registration process.
- Assist field sales teams in identifying and developing opportunities through partners.
- Partner with field sales teams to close deals and achieve sales targets.
- Deliver precise and timely forecasts of partner‑generated opportunities and sales.
- Analyze data to predict trends and inform strategic planning.
- Drive partner enablement on RedHat products and their use in joint solutions.
- Ensure distributors have sales and technical capability to promote RedHat offerings via partners.
- Coordinate training and enablement plans for partner service delivery teams.
- Deliver five key outcomes: increased partner skill and scale, measurable incremental pipeline, advocacy and mindshare, joint case studies, design wins and repeatable solutions.
- 5+ years of experience in ecosystem and partner sales management.
- Strong track record of developing and managing successful partner relationships, especially in distribution.
- Experience working with complex ecosystems and driving channel ecosystem growth in a multi‑product company.
- Ability to ensure results through business partners and inspire partner executive trust.
- Demonstrated experience in driving technology sales and solution adoption with partners.
- Conflict‑management skills and the ability to work well in heavily matrixed environments.
- Entrepreneurial spirit and willingness to travel across the Italian region.
- Excellent communication skills in Italian and English.
RedHat is proud to be an equal‑opportunity workplace and an affirmative action employer. We review applications for employment without regard to 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. RedHat supports individuals with disabilities and provides reasonable accommodations for job applicants.
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