Partner Sales Account Manager, JOEM

Partner Sales Account Manager, JOEM

remote type

Hybrid

locations

tokyo

time type

Full time

posted on

Posted Today

job requisition id

R-059705

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または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

• Large 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

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