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Company descriptionAt Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.Job summaryThe Red Hat Global Partners and Alliances team is looking for a Mid Market Business Development Manager to join us in Raleigh, NC. In this role, you will help the Mid-Market and Small and Medium Business team build its segmentation strategy, go-to-market tactics, and key performance indicators (KPIs). You'll oversee the development of strategic market and product line business plans and marketing programs to support sales in designated market segments. You'll also identify volume and strategic customers, develop partnerships, analyze market data to identify trends and opportunities, develop strategic direction from market information, and create compelling market analysis presentations. You may conduct make-versus-buy analysis from a partnership, merger, or acquisition perspective. This position is open to internal candidates only. Outside candidates, including referrals, are not being accepted at this time.Primary job responsibilities
Work collaboratively with sales leadership and operations to define the mid-market segment globally e.g. companies with 500 to 5,000 employees
Work with sales leadership to implement the proper account movement guardrails and policies to optimize performance within the segment and improve customer and partner satisfaction
Implement a set of global metrics at the partner level to improve alignment to primary market objectives
Work closely with global marketing to redefine the top of funnel strategy and improve overall lead flow and connect rates with new mid-market customers
Work closely with Global Partners and Alliances team to define the channel strategy and educate mid-market sales representatives on the optimal routes to market
Implement mid-market segment specific training programs that enable partners to achieve their potential and support company sales objectives
Provide regular insights on the business to Red Hat executives
Refine the correct mid-market sales coverage that result in desired outcomes, including tools and industry data
Provide a detailed and accurate global sales forecast
Manage key customer and partner relationships and participate in closing strategic opportunities globally
Required skills
Proven record of managing cross functional teaming activities
Experience building and delivering go-to-market strategies specifically for the mid-market
Ability to understand data and use the data to inform decision making that leads to corrective strategies and course correction when needed
Excellent working knowledge of channel business within the mid-market segment
Proven record of working with high performing sales team leaders
Proven success working with sales representatives against stated expectations
Management experience, including sales cadence
Partner or customer management experience managing relationships
Proven experience to provide business intelligence across all levels, including senior leadership
Proven experience utilizing a customer relationship management (CRM) tool to manage sales performance, pipeline, and closing data
Proven experience working in a matrixed organization and ability to work well with other sales leaders and across departments
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.Location US-NC-RaleighPosting date 15 hours ago (8/26/2020 6:40 AM)Job ID 80896Category Field Sales
