Job Description
About The Job:
As a Partner Sales Executive 3, this role leads partner planning and execution with a strong emphasis on driving sales engagement. This role influences outcomes through strategic partnerships, proactively aligning key resellers, distributors, ISVs, and system integrators early in the sales cycle. The role efforts are aimed at accelerating deal velocity and territory growth, requiring strong experience in partner sales and ecosystem development.
Note: This role may come into contact with confidential or sensitive customer information requiring special treatment in accordance with Red Hat policies and applicable privacy laws.
What Will You Do:
Strategic Planning & Growth
Territory Execution: Create, own, and lead the comprehensive Territory Execution Plan to drive sustained growth.
Internal Alignment: Conduct regular strategic interlocks with Partner Account Managers (PAMs) to identify, prioritize, and activate high-yield partners.
Pipeline Acceleration: Support and drive pipeline creation activities specifically tailored to Specialized Partners, Value-Add Distributors (VADs), and Value-Add Resellers (VARs).
Sales Integration & Deal Management
Partner Attach: Actively drive and enforce partner attachment across all available sales opportunities within the territory.
Sales Motions: Promote, enable, and champion partner-driven sales motions across the broader internal Red Hat sales organization.
Deal Pipeline Lifecycle: Oversee and manage the Deal Registration process and ensure the smooth, compliant pass of leads and opportunities to partners.
Forecasting: Drive deal progression and maintain an accurate, predictable forecast for all partner-driven opportunities.
Ecosystem Enablement & Escalation
Capability Mapping: Interlock with Ecosystem resources to build partner sales execution strategies while identifying and addressing partner capability and capacity gaps for targeted opportunities.
Blocker Removal: Act as the primary escalation point for partners, proactively supporting them and removing operational or sales blockers to guarantee partner and customer success.
What Will You Bring:
Channel Expertise: Deep understanding of tech channel models involving VADs, VARs, and specialized ecosystem partners.
Strategic Collaboration: Proven ability to align cross-functional teams (e.g., internal sales, PAMs, and external partners) toward shared revenue goals.
Sales & Forecasting Governance: Strong mastery of deal registration workflows, pipeline management, and channel forecasting methodologies.
Problem Solving: Excellent escalation management skills with a track record of identifying gaps and removing friction points in a sales cycle.
Required experience between 6-10 years in Corporate or SMB sales.
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their 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.