Global Partner Sales & Success Lead

Red Hat

Global leader driving commercial growth with Red Hat's Specialized Partners. Overseeing pipeline orchestration and value-based co-selling in the commercial segment.

Posted 6/28/2026full-timeRemote • Massachusetts, North Carolina • 🇺🇸 United StatesSenior💰 $172,020 - $275,360 per yearWebsite

About the role

Key responsibilities & impact

Pipeline Orchestration: Collaborate with Specialized and commercial-focused partners to identify high-fit accounts and build a durable, high-velocity pipeline.
Strategic Alignment: Co-design account strategies with commercial sellers, leveraging partner status as trusted advisors to penetrate new markets.
Partner Collaboration: Work alongside Partner Account Managers (PAMs) to drive commercial-specific business initiatives.
Value-Based Co-Selling: Lead joint sales pursuits using Value Engineering to anchor propositions in customer business outcomes.
Mutual Action Plans: Facilitate MAPs between commercial internal teams, partners, and clients to ensure a frictionless path to closure.
Deal Architecting: Manage partner-led transactions from discovery to signature, maintaining the partner as the primary relationship driver.
The Success Handshake: Bridge the gap between initial close and long-term value by keeping partners embedded in the Customer Success workflow.
Outcome Realization: Execute customer success frameworks to track and measure business outcomes, ensuring high adoption and time-to-value.
Expansion & Retention: Identify upsell opportunities by leveraging partner-led insights into evolving customer needs.

Requirements

What you’ll need

10+ years of combined experience in customer/partner success, commercial sales, business development, or partner/distribution management.
5+ years specifically within a partner organization, ideally in a sales capacity.
Proven expertise in Value Selling and quantifying ROI to build compelling business cases.
Strong 'Partner-Led' mindset with a track record of closing business in complex co-sell environments.
Exceptional cross-functional communication, consultative selling, and stakeholder management skills.
Build and maintain relationships with global experts and ecosystem teams to align on strategic Commercial goals.
Identify and analyze industry trends to ensure proper strategic alignment of ecosystem initiatives.
Measure and highlight success through KPIs and the development of internal/external success stories.
Ability to travel globally as required to support strategic partner initiatives.
Deep understanding of IT trends in the commercial segment and the post-sale landscape.

Benefits

Comp & perks

Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Business DevelopmentDeal ArchitectingKPI MeasurementROI QuantificationPipeline Orchestration

Soft Skills

Consultative SellingRelationship BuildingStrategic AlignmentCollaborationCommunication