Strategic Global Commercial Specialized Partner Sales & Success Lead

About the role:

We are looking for a high-impact global leader to refine how we go to market with our Red Hat Specialized Partners (RHSPs) and regional commercial partners in the Commercial Segment, working alongside our Value Distributors. You will be architecting a partner-led commercial growth engine. Your mission is to drive high-intent pipeline and close complex deals through our key ecosystem partners, ensuring that the value promised during the commercial sales cycle is fully realized throughout the entire customer lifecycle. You will work closely alongside our Business Units (BU’s) to align these specialized partner competencies with our Technical Decision Points (TDP’s) for pipeline focus.  

What you will do:

• 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.

• 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.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Benefits
●    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! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

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 different 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 that compose our global village.

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.