Job Description
As a Partner Account Manager (PAM) based in Sydney or Melbourne, you will be an integral part of Red Hat's Ecosystem Sales organisation, supporting Go-To-Market (GTM) activities for cloud and managed services across the region. Working with strategic partners — including system integrators, managed service providers, and technology resellers — you will help develop and manage partner relationships that drive sustainable growth and accelerate the adoption of Red Hat's innovative portfolio. This is an excellent opportunity for someone early in their sales career who is eager to learn, grow, and contribute to a high-performing, collaborative team.
What you will do:
I. Business Development, Partner Strategy & Investment Alignment
• Support the development and execution of Partner Success Plans (PSPs) to ensure partners are investing in the right areas to drive mutual growth.
• Manage day-to-day relationships with key strategic partners, acting as a point of contact and internal advocate.
• Communicate the value of the Red Hat partnership and how open source technologies create business opportunities for partners and their customers.
• Participate in regular partner business reviews, helping to track performance and identify growth opportunities.
• Push for capability build (skills, certifications, offerings, GTM motion)
• Challenge low-yield partnerships and elevate high-growth ones
• Secure executive-level commitment to joint outcomes
II. Ecosystem Demand Generation
• Drive structured programs that convert partner capability into customer demand
• Co-create campaigns with hyperscalers, ISVs, SIs, and distributors
• Activate joint solution narratives (industry + workload + use case led)
• Orchestrate field alignment so partners are consistently visible in-market
• Turn capability into repeatable motions, not one-off deals
• Assist in coordinating co-sell activities between partner sellers and Red Hat field sales teams to ensure smooth execution.
• Help partners navigate Red Hat's internal sales processes, resources, and organisational structures.
• Maintain accurate records of partner activities, pipeline, and forecasts within Salesforce CRM.
III. Enablement & Technical Advocacy
• Support partner enablement initiatives, ensuring partners have access to the training, certifications, and tools needed to position and sell Red Hat solutions.
• Develop an understanding of how Red Hat products serve as foundational building blocks within multi-vendor technology stacks.
• Assist in co-creating solution offerings by collaborating with partner sales and technical teams and internal Red Hat resources.
• Facilitate partner participation in Red Hat events, roadshows, and joint marketing initiatives across the ANZ region.
IV. Operational Responsibilities
• Support the management of partner investments including Market Development Funds (MDF) and co-marketing activities.
• Assist in resolving partner-related escalations to maintain healthy and productive partnerships.
• Collaborate with other Red Hat business units to support broader regional objectives.
• Provide regular updates and reporting to Ecosystem Sales leadership on partner activities and performance.
What you will do:
Experience & Expertise
• 5-7 years of experience in sales, partner management, inside sales, or a related customer/partner-facing role within the technology sector.
• Exposure to or interest in enterprise software, cloud infrastructure, open source technologies, or managed services.
• Familiarity with the Australian IT partner landscape is advantageous; a willingness to learn is essential.
• Experience working in a matrixed or cross-functional environment is a plus.
Skills & Attributes
• A self-starter with an entrepreneurial mindset and a genuine enthusiasm for building relationships and driving results.
• Strong verbal and written communication skills, with the ability to engage confidently with internal and external stakeholders.
• Organised and detail-oriented, with the ability to manage multiple priorities and follow through on commitments.
• Comfortable working with Salesforce CRM and standard business productivity software.
• Collaborative team player who can also work independently with minimal supervision.
• Exposure to Red Hat, VMware, Microsoft Azure, AWS, or other enterprise technology vendor programs.
• Familiarity with open source technologies, Linux, Kubernetes, OpenShift, and Ansible.
• Tertiary qualification in Business, Commerce, Information Technology, or a related field.
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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.