Job Title: IBM/Red Hat Partner Alliance Manager

Job Description: As the IBM/RED HAT Partner Alliance Manager (PAM) you will be a dedicated key resource supporting the relationships and workflows between Converge and IBM/RED HAT. You will have responsibilities for developing, driving, and managing the execution of revenue and brand-awareness initiatives with IBM/RED HAT for Converge. These efforts include supporting the creation of a joint GTM strategy and evangelizing the value proposition for both Converge and IBM/RED HAT to drive and grow the partnership.

Job Qualifications:

• 8+ years in business development and/or channel sales with a proven track record of success.
• Strong cross-group collaboration to drive alignment and teamwork within the partners’ and Converge’s teams.
• Must possess ability to articulate Converge practices to our partners.
• Strong sales level knowledge of IBM/RED HAT offerings, value proposition and solutions.
• Excellent pipeline development (channel or direct) and management skills, with proven success in delivering go-to-market strategies and results.
• Excellent communication skills with solid experience in presenting and delivering key messages to internal and external senior executives and other audiences.
• Ability to manage competing priorities from multiple stakeholders.
• Vendor/Client-oriented, professional services mind-set.
• C-Level engagement capability.
• Attendance at relevant industry conferences.
• Exceptional written, verbal and presentation skills
• Able to work on their own with direction from their line manager
• Good analytical skills
• Bachelor’s or Master’s degree in Business or Technology preferred.

Job Requirements:

• The PAM will drive alignment between IBM/RED HAT and Converge teams. To do this you will:
  • Communicate and network effectively within IBM/RED HAT’s organization.
  • Articulate the Converge value proposition to IBM/RED HAT and evangelize how the Converge practices align with their strategy.
  • Solicit IBM/RED HAT’s input on our go-to-market strategy and practices to drive tighter alignment as a go to partner.
  • Take ownership of partner related escalations and issues in cooperation with internal Converge departments.
• Drive IBM/RED HAT related sales plays for execution and engagement with Converge Sales teams.
• Drive overall revenue and GP growth goals, provide updated sales pipelines, order tracking, open opportunities, and partner programs/promotions.
• Host Quarterly Business Reviews (QBRs) to review IBM/RED HAT and Converge performance and discuss joint initiatives
• Build relationship with key IBM/RED HAT channels contacts to achieve strategic alignment for growth.
• Enable Converge sellers to identify opportunities by driving awareness of new products and programs for IBM/RED HAT.
• Ensure alignment across North America Converge regions with key IBM/RED HAT resources.
• Execute on strategic KPI’s
• You will be responsible for maximizing IBM/RED HAT’s rebate and investments with Converge to ensure we obtain above market revenue and profit growth.
• Partner internally with key stakeholders across the organization, including sales, marketing, operations, and finance to ensure our growth strategies are well aligned with IBM/RED HAT.
• Drive visibility and focus on webinars, joint selling initiatives, & enablement sessions
• Work with Converge Marketing to develop sales collateral, marketing, PR etc. related to partner.
• Represent IBM/RED HAT for Converge in meetings and speak to performance, category performance, program/promotion results, and current initiatives
• Engage daily with assigned partner to drive strong alignment to ensure that all Converge and partner stakeholders are kept up to date on issues and initiatives
• Work with Converge practices to develop adoption programs specific to their offerings.