About the job The Red Hat Sales team is looking for a Senior Distribution Partner Account Manager to join us in Milan or Rome, Italy. In this role, you will be a part of the Partner and Alliances team. You will manage existing distributors and focus on revenue growth and business alignment with our distributors and partners. Working with the complexities of a two-tier distribution model, you'll ensure that our distribution partners are maximizing our partner programs and business development funding. We'll need you to assist distributors so they can sell and support the entire Red Hat stack of solutions to existing partners and help onboard new ones. As a Senior Distribution Account Manager, you will also develop and implement Red Hat product enablement and training and ensure that distributors are operationally efficient to support our partner base. In addition you will cover the small and medium-sized business (SMB) segment with the SMB Sales team and manage customer business opportunities with the help of both distributors and accredited resellers. What you will do Manage distribution partners; develop and fulfill business plans to align with expected revenue growthHelp gain traction across existing and new partners for Red Hat's stack of solutionsOwn and manage quarterly key performance indicators (KPIs), rebates, and business development fundsOwn and manage business forecasting and consolidationCoordinate and collaborate on maintaining a high retention of subscription renewals in the territory; work across the Project and Accounting (P&A) and Sales teamsEngage Subscription Education and Awareness Program (SEAP) with the Third Party Renewals teamDevelop and implement sales and technical enablement, training, SEAP, and partner and sales programs; use current programs and tools to manage alignment of business goalsManage distributor focus to identify and recruit new partners; expand Red Hat base with emerging technologies for existing partnersWork with Global Finance, Operations, and Legal teams to improve distributors' operational efficiency; define and carry out global programs, alignment, common processes, and best practices What you will bring 5+ years of experience managing distributors for a vendor; good understanding of the complexities of managing a two-tier distribution modelExperience in building strategic relationships, growing revenue, and aligning goals with distributors and partnersBackground in developing and fulfilling business plans; experience with using a programmatic approach to managing multiple channels, large distributors, telesales, and a sales and technical staff of around 250 sales associatesGood problem solver; ability to handle ambiguity or occasional channel conflictAptitude to manage the financial responsibilities of quarterly business KPIs, rebates, business development funds, and other programsGood negotiation skills; ability to spot good sales opportunitiesSuccessful indirect sales experience selling complex software solutionsExperience in a minimum of one of the pillars of Red Hat software: infrastructure like operating systems, storage, or management solutions, cloud, middleware like Platform-as-a-Service (PaaS), and mobile platformsExceptional written and verbal Italian and English communication and presentation skillsAbility to work as part of a dynamic, flexible teamSolid understanding of open source and cloud service provider models in distribution is a plusDirect sales experience is a plus#LI-NG1 About Red Hat is the world's leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us. Diversity, Equity & 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 diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. 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