Business Development Manager - Mid Market and SMB, EMEA

Contenu de l'offre Business Development Manager - Mid Market and SMB, EMEA chez Red Hat Software

Company Description: At 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 summary: The Red Hat Sales team is looking for a Business Development Manager to join us in Germany. In this role you will report to the Vice President of mid market and small and medium business (SMB) for Europe, the Middle East and Africa (EMEA). You’ll assist in achieving Red Hat’s strategic growth plan in EMEA, focusing on key areas like partner acceleration and white space penetration. You’ll use your business insight and sales skills to align various teams like mid market sales, mid market leaders, and channel teams, including original equipment manufacturers (OEMs) and independent service vendors (ISVs), to accomplish excellent customer experience for companies in the mid market sector and accelerate growth with and through partners. You will be measured on the mid market and SMB plan achievement on a quarterly basis. Primary job responsibilities: Support the delivery of the EMEA mid market strategy Provide market insights and best practices for a successful mid market approach with and through partners; challenge the existing status quo and recommend what should be continued, improved, accelerated, or stopped Cooperate with the partner team to adapt the partner programs to the mid market and SMB customer specifications or expectations in order to maximize their leverage, including recommendations around incentives, enablement, education, etc. Identify, prioritize, and recommend key partner initiatives that align with and extend Red Hat in the mid market segment Contribute to the analysis of the partner coverage of the mid market and SMB existing and future new customers and make recommendations to improve this coverage Recommend key metrics for success including bookings, partner leverage indicators, and net-new customer acquisition Recommend, plan and manage white space initiatives and best practices Recommend how to roadmap and prioritize white space activities including partner leverage Provide data to the mid market leaders and country managers allowing them to select their mid market acquisition priorities Support white space expansion by identifying pilots and other activities including measurement and shared best practices Engage with demand generation to get an end to end delivery Contribute to service level agreements (SLAs) about lead management Required skills: 10+ years of relevant experience in a technology sales organization or software company with a minimum of 5 years experience of selling through partners Bachelor's degree in business administration or marketing; MBA is a plus Broad knowledge of sales engagement with cross-functional teams to deliver sales objectives successfully Past experience managing mid market programs Knowledge of the sales cycle within an information technology (IT) organization Excellent planning and analytical skills and a proven ability to apply these skills to complex situations with competing priorities Ability to partner with and persuade senior business leaders Demonstrated ability to think creatively and design novel approaches and ability to articulate and evangelize on the new vision Excellent written and verbal communication skills Fluent English language skills Experience working in international multicultural environment is a plus

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