Partner Sales Account Manager

The Red Hat Ecosystem Sales team is looking for an experienced PAM to join us in ANZ. In this role, you will oversee the go-to-market activities across our cloud services solutions and managed services portfolio. You’ll manage and develop strategic relationships with our partners to guide sustainable long-term growth and accelerate the adoption of our innovative solutions. You will also develop, implement, and manage joint business plans that identify key growth areas in the partner organization to help increase revenue and capitalize on Red Hat technologies.

What you will do:
Develop and Strengthen Partner Relationships- Assess, validate and recruit new MSP partners, including former VMware partners- Support existing partners in building RH managed services capabilities- Build and manage direct relationships with key partners (Distribution, Premier/Advanced Partners, other strategic partners which includes hyperscalers, SIs, OEMs, and ISVs)

Drive Managed Service Business- Expand Red Hat’s managed service business—especially in hybrid to multi-cloud environments across industries and customers- Align with APAC’s MSP strategies and key initiatives- Develop MSP pipeline through co-creation offerings and via marketplace

Design and Promote Red Hat Managed Services- Co-develop next-generation managed services with partners, such as:
Container as a Service (CaaS)- Automation as a Service (AaaS)- GPU as a Service (GPUaaS)

Collaborate with Red Hat-wide strategic initiatives, including OpenShift Virtualization and AI-related PoCs

Coordinate Across Internal and External Stakeholders- Align with APAC MSP POD Leader on APAC MSP Strategy and Key Initiatives- Work cross-functionally with internal teams (APAC Practice Leaders, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partners PAMs) as well as Account Executives to cascade and drive MSP strategy and key initiatives including staying on top of the KPIs- Bridge gaps between Red Hat’s teams, regions, and partner organizations- Support execution and evolution of Red Hat’s ecosystem strategy (reviews, planning, etc.)

Support Ecosystem Adaptation- Help partners adapt to the evolving cloud landscape and service models- Identify, introduce and develop Co-creation/Demand Gen/Marketplace with other partners (e.g. ISVs) or develop possible business models (e.g. Cross collaboration with hyperscalers) to provide comprehensive services to customers that addresses whitespace in the market

Lead with a Business Development Focus- This is not a pure technical/support role but a growth-driven leadership position- Support partner planning and monetization strategies to drive Red Hat’s long-term growth- A high-level role requiring both business and strategic leadership, execution and accountability in driving the business

What you will bring:
- Business Development Capability & Strategic Thinking; Ability to position and differentiate the value of RH MSP program compared to commercial and hypersclaler offerings. A development-focused role—not just sales or technical support—enabling scale through partners- Direct collaboration and relationship-building with key partners (Distribution, Premier/Advanced Partner PAMs, other strategic partners)- Understanding and Advocacy of Cloud-Native Technologies; Support partners in building cloud-native solutions on-prem or in the cloud, Ability to support next-gen offerings such as CaaS, AaaS, GPUaaS- Alignment with Marketplace and CDSM; Understand and contribute to Red Hat’s Marketplace strategy, Drive CDSM (Co-Developed Solutions Model) initiatives with partners- Cross-Functional Collaboration Skills; Coordinate and align with multiple internal teams including APJ Cloud and Distribution Practice, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partner PAMs as well as Account Team- Serve as a bridge in complex internal and external ecosystems- Stay ahead of rapid changes in cloud environments - needs to be well versed in the latest technology and requirements but also market trends 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, perspecti