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Open nowPosted today

Partner Sales Account Manager, JOEM

Red Hat146 open roles

Where
Tokyo
Work mode
Hybrid
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Your applicationOpen nowPartner Sales Account Manager, JOEMRed Hat · Tokyo

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The clock on this job

Early applications get read.

7.4% of postings close within 7 days. Measured by our own scanner across the market. Red Hat postings stay open a median of 34 days.

Share of postings closed within
  1. 1.5%1 day
  2. 3.5%3 days
  3. 7.4%7 days
  4. 13.2%14 days
  5. 34.6%30 days
This job: posted today

Red Hat median: 34 days open

The posting

Job Summary : Partner Sales Account Manager – JOEMは、日本を代表するOEM、System Integrator、Strategic Partnerとの協業を通じて、Red Hatのビジネス成長を推進するポジションです。 担当Partnerとの中長期的なBusiness Planを策定・実行し、Partnerを通じたEnd Customer Businessの拡大、新規Pipelineの創出、Joint GTM、Strategic Initiativeの推進、およびPartner自身のRed Hat活用拡大を担います。 単なるRelationship Managementではなく、Partnerの事業戦略や市場機会を理解し、Red HatのTechnology、Sales、Technical Resourceを組み合わせながら、具体的なBusiness OpportunityとRevenue Growthにつなげることが期待されます。

Primary Job Responsibilities :

1. Partner Business Development

  • 担当PartnerとのAccount PlanおよびBusiness Planを策定・実行する
  • Partnerの営業・技術・サービス・ソリューション部門との関係を構築する
  • Partnerと共同で新規Business Opportunityを発掘し、Pipelineを継続的に創出する
  • Partnerを通じたEnd Customer案件の創出・推進をリードする
  • Partner自身によるRed Hat Technologyの活用や事業拡大機会を把握・推進する
  • Pipeline、Forecast、Key Opportunityを継続的に管理する
  • Business Reviewを通じて進捗、課題、成長機会を明確化する

2. Joint Go-To-Market

  • PartnerとのJoint GTM Planを策定・実行する
  • Target Customer、Industry、Use Case、Solutionを明確化する
  • Account Mappingを通じて具体的なOpportunityを特定する
  • PartnerとRed Hat双方の強みを組み合わせたValue Propositionを構築する
  • Customer Workshop、Executive Engagement、Seminar、Campaignなどを活用してDemandを創出する
  • 成功案件を他顧客、他業種、他部門へ横展開する

3. Deal Execution

  • Red Hat Account Executive、Solution Architect、Specialist Sales等と連携して案件を推進する
  • OpportunityのQualificationから提案、Commercial Coordination、CloseまでをPartner側からリードする
  • 大型・Strategic Opportunityに必要な社内Resourceを組成する
  • PartnerとRed Hat Field SalesのCo-Sellingを促進する
  • Pipeline QualityおよびForecast Accuracyの向上を図る

4. Strategic Growth Initiatives

市場およびRed Hatの戦略に基づき、Partnerと新しい成長領域を開拓します。 主要テーマには以下を含みます。

  • Hybrid Cloud / Red Hat OpenShift
  • OpenShift Virtualization / Virtualization Modernization
  • Enterprise AI / Red Hat AI
  • AI Infrastructure / AI Production Environment
  • Application Modernization
  • Automation
  • Security
  • Managed Service / Cloud Service
  • Sovereign Cloud / Sovereign AI

PartnerのSolution、Service、PlatformおよびCustomer Offeringの中にRed Hatを組み込み、継続的に拡大可能なBusiness Modelを構築する事を目指します。

5. Partner Development & Internal Collaboration

  • Partner内のSales、Pre-Sales、Technical、Service各部門とのRelationshipを強化する
  • Sales / Technical Enablementを社内チームと連携して推進する
  • Partner内のChampionを育成する
  • PartnerのSolutionやService Offeringの企画・開発を支援する
  • Japan Sales、Solution Architects、Specialist Sales、Marketing、Customer Success、Professional Services、APAC / Global Partner Teamなどと連携する
  • JOEM Team Leadと連携し、Account Strategyを具体的なExecutionにつなげる

Required Skills :

  • Enterprise IT業界における法人営業、Partner Sales、Alliance、Business Developmentなどの経験
  • 大手Partner又はEnterprise CustomerとのBusiness Development経験
  • Pipeline Creation、Forecast Management、Deal Managementの経験
  • 複数の社内外Stakeholderと協働しながら、案件やBusiness Initiativeを推進した経験
  • 個人の成果だけでなく、チーム全体の成功を重視し、周囲と積極的に情報共有・連携できること
  • Sales、Technical、Marketingなど、異なる役割のメンバーと信頼関係を構築し、共通のGoalに向けて協働できること
  • PartnerやCustomerのBusiness Challengeを理解し、社内チームと連携しながら具体的なOpportunityへ転換できる能力
  • 状況や相手に応じて柔軟にコミュニケーションし、関係者を巻き込みながら物事を前に進められること
  • 自ら優先順位を設定し、主体性を持ってExecutionできること
  • 日本語での高いコミュニケーション能力

歓迎する経験・知識

  • 英語による社内コミュニケーション能力
  • 大手SIer、OEM、Technology PartnerとのBusiness Development経験
  • Joint Selling / Co-Sellingの経験
  • Joint GTM構築経験
  • Red Hat、Linux、OpenShift、Kubernetes、Hybrid Cloudなどに関する知識
  • Virtualization市場に関する理解
  • Enterprise AI / AI Infrastructureに関する市場知識
  • Managed Service、Cloud Service、Subscription Businessに関する経験
  • Partner Solution / Service Offeringの企画経験

このポジションで期待する成果

  • 担当PartnerとのBusiness Growth
  • 新規PipelineおよびEnd Customer Opportunityの継続的な創出
  • PartnerとのJoint GTMの実行と成果創出
  • Strategic Growth Areaにおける新規ビジネスの創出
  • Partner Solution / ServiceへのRed Hat Technologyの組み込み拡大
  • Red Hat Field SalesとのCo-Selling強化
  • 担当Partnerとの中長期的なBusiness Planの実行

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.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected]. General inquiries, such as those regarding the status of a job application, will not receive a reply.

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