Senior Director, EMEA Cloud Ecosystem or Germany; m​/f​/d

About the Job

Join the Red Hat Cloud Partner team to dive deep and uncover key insights that guide critical business decisions. We are looking for an experienced, motivated, and passionate Partner Sales Director to drive the growth of our Cloud business across Europe, the Middle East, and Africa (EMEA).

In this strategic leadership role, reporting directly to the EMEA Vice President of Ecosystems, you will influence and execute our Cloud strategy. You will be accountable for business growth, building scalable sales programs, and managing specialist cloud partner sales teams. You will serve as the domain expert for the EMEA Cloud marketplace - spanning Hyperscalers, Certified Cloud and Service Providers (CCSP), and Managed Service Providers (MSP).

This is a high-impact position where you will be responsible for the development of critical Global Cloud Partners, aligning sovereign and telco cloud motions, and driving consumption strategies. You must reside in a major country within the EMEA region where Red Hat is registered for business.

• In this role, you will balance strategic planning with operational execution across three key pillars:
  Route to Market (RTM) Leadership, Partner Engagement, and Team Management.
• Drive the Cloud Partners Route to Market (RTM) across EMEA, including Hyperscalers and Cloud Partners (CCSP, MSP, etc.).
• Act as the EMEA domain expert to educate and improve the Ecosystem approach within field engagement teams (Enterprise, Commercial, and Telco/Media/Entertainment).
• Drive growth through Marketplaces and identify elements needed for exponential performance (e.g., aligned products, certifications, and ISV integration).
• Align Sovereign Cloud and Telco Cloud motions with the broader strategy.
• Collaborate with global teams to develop and execute joint partnership plans (GTM, Sales, and Enablement) to meet sales and influence objectives.
• Work with Marketing to integrate initiatives that generate new business and increase market visibility.
• Expand EMEA C-level partner relationships and map executive sponsor ships to increase Red Hat’s "share of wallet."
• Collaborate actively with field sales to drive consumption and ensure a cloud strategy exists for every customer.
• Direct Leadership:
  Lead, develop, and manage the allocated EMEA-level team.
• Matrix Leadership:
  Collaborate with regional Ecosystem leadership to matrix-manage the community of regional Hyperscaler and CCSP-dedicated Partner Account Managers (PAMs).
• Provide accurate weekly forecasting, top deal tracking, and pipeline management.
• Oversee bi-weekly reporting and QBRs to track progress, challenges, and solutions.

• Proven managerial credentials and the ability to solve complex business challenges while aligning program objectives.
• In-depth understanding of the EMEA Cloud marketplace, including Hyperscalers, MSPs, and the broader ecosystem.
• Solid experience in account and cloud partner management with a track record of overachieving plan goals.
• Understanding of the Red Hat EMEA Cloud Business is highly desirable and advantageous.
• Proven experience managing teams that work with external Cloud partners to build sales strategies and set targets.
• Ability to matrix manage diverse teams across regions to increase internal sales alignment.
• Experience managing investments and enabling growth initiatives.
• Exceptional communication skills with the ability to engage internal and external senior sales executives.
• Strategic capability to deliver an EMEA Cloud Strategy jointly with regional teams.
• Ability to provide timely resolution (and escalation) for partner or customer challenges.
• Executive-level presentation and public speaking skills, with the proven ability to deliver compelling keynotes at major industry events and articulate complex value propositions to C-suite audiences.
• Travel upto 50% across EMEA

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