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Red Hat EMEA ISV Business Development Manager - Dubai, UAE in Dubai, United Arab Emirates

About the job

The Red Hat Partner Ecosystem Sales team is looking for an EMEA ISV Business Development Manager to join us in Dubai, UAE. In this role, you will work with our independent software vendor (ISV) partners to build and carry out go-to-market plans to promote joint sales across the Europe, the Middle East, and Africa (EMEA) region and promote the ISV ecosystem in UAE. You’ll manage and develop strategic relationships with our partners to guide sustainable long-term growth and accelerate the adoption of our innovative solutions. As an EMEA ISV Business Development Manager, you will also develop, implement, and manage joint business plans that identify key growth areas in the partner organizations to help increase revenue and capitalize on Red Hat’s technologies.

What you will do

  • Manage a set list of ISVs to guide and accelerate platform adoption across your assigned region and to achieve adoption, renewal, and growth targets

  • Collaborate with the global Partners and Alliances (P&A) team and the Certified Ecosystem team to understand and prioritize the strategic partners as per the segments at a regional level

  • Design a partnership plan (CHAMP or POP) focusing on the field go-to-market business planning and realization thereof, including marketing activities, ensuring this is aligned with the global partner business plan

  • Identify and recruit new ISVs into our ecosystem, surfacing qualified opportunities for certification and certification updates, including securing commitment to certify from partners

  • Surface opportunities for customer evaluations of joint offerings

  • Promote and recruit partners into the Red Hat Marketplace

  • Create, develop, and maintain a joint influence and cosell pipeline with the partners, including forecasting, tracking, and reporting on opportunities across your region’s business

  • Work with partners and regional field sales teams to create both internal and external references, use cases, and success stories

  • Promote partners and ecosystem both internally with the field sales team and externally with our customers

  • Enable the field sales team on the ecosystem’s value proposition to foster conversations with the partners

  • Promote regional engagement with the field sales and marketing teams to align and grow sales with the partners (the no naked Red Hat OpenShift strategy)

What you will bring

  • Channel sales management experience

  • Ability to grow channel ecosystem in a multi-product company

  • Experience ensuring results through business partners and ability to inspire partner executive trust in Red Hat

  • Ability to work well in heavily matrixed environments

  • Entrepreneurial outlook and approach

  • 5+ years of sales experience in the IT industry with a proven record of solutions selling

  • 4+ years of experience in both selling with partners and directly to end customers

  • Excellent written and verbal communication skills

  • Experience working with multiple sales channels and routes to market

  • Understanding of solutions selling methodologies

  • Ability to create and grow positive partner relationships through successful development and implementation of a business planning process

  • Deep understanding of the current market and its trends and opportunities

  • Excellent business communication and presentation skills in English and Arabic; other European languages are a big plus

  • Willingness to travel across the region, following Red Hat’s COVID-19 guidelines


About Red Hat

Red Hat ( is the world’s leading provider of enterprise open source ( software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.

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. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

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Equal Opportunity Policy (EEO)

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.

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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.

Posting Location : Location AE-Dubai

Posting date 2 weeks ago (6/23/2022 7:34 AM)

Job ID 93670

Workday ID R-021562

Category Alliance or Partner Sales