Gsi & Hyperscalers Telco Partner Lead

About the job:
The Red Hat TME (Telco, Media and Entertainment) Vertical Ecosystem team is looking for a GSI & Hyperscalers Telco Partner Lead to join us in an Asia Pacific and Japan wide role. In this role, you will be expected to understand and carry out Red Hat’s strategy and value proposition for some of our key partners, leading cross-functional teams with virtual members from the APAC region and the global Telecommunication, Media, and Entertainment (TME) vertical.

You’ll take care of the success of your partners’ business and guide it with our end customer accounts and ecosystem, developing relationships that monetize our added value today and also build for further future success together. Your success will be measured against your ability to build partner’s capability, innovating joint solutions, creating incremental business in collaboration with the key partners and Red Hat account teams in quarterly and yearly sales bookings per your targets and your ability to build future pipeline.

As the GSI & Hyperscalers Partner Lead, you will help establish Red Hat as a strategic and trusted partner when new business initiatives, use cases and projects are being thought through. This role is based out of Singapore.

What you will do:
- Establish trusted partner relationships with the GSI & Hyperscalers partners in APAC so that companies are closely aligned with the goals of the partnership in the TME vertical- Serve as the primary point of contact for partners sales through the entire sales life cycle and cooperate with the Red Hat and partners’ stakeholders to achieve sales goals- Understand Red Hat and partners shared business objectives and strategy by developing business cases that capture the joint added value to customers- Direct the overall engagement and alignment of our organization's assigned resources and services (incl. business planning, partner enablement, technical account management, Level 3 support, support training and enablement)- Understand partners solutions and technologies as they relate to TME business and how they can contribute to mutual success- Identify and understand partner and end customer issues and goals, organizational setups, decision-making frameworks, etc..-
- Be highly visible through direct customer engagements in the field, promote new business initiatives, and participate in closing deals in support of your selected partners

What you will bring:
- Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus- Solid understanding of and experience selling telecommunication carrier software solutions, preferably with prior experience in the emerging network functions virtualization (NFV) space- 10-15 years of solid leadership experience in a technology sales organization; software selling experience is a big plus- Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies- Ability to present to C-level executives- Demonstrated ability to manage and develop strategic partner business on a regional level- Proven experience developing sales organizations that consistently deliver double-digit year-over-year increases in revenue- Excellent understanding of communications solutions and their ecosystem, as well as the telco trends like 5G, cloud or edge computing- Ability to articulate and evangelize the vision and positioning of both Red Hat and open source technology, and secure long-term partner and customer commitments- Solid interpersonal, communication, and presentation skills; ability to work with teams across the globe with varying skill sets- Willingness to travel up to 50% or as required in line with Red Hat’s COVID guidelines- Fluent English language skills- Understanding of the open source software engineering and related business models is a plus

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