AI Ecosystem Sales Specialist

The Red Hat Global Ecosystem Technology Sales team is looking for an AI Ecosystem Sales Specialist to join our team. This position is responsible for the development of Ecosystem strategy supporting the Global AI Platform business as well as partnering with Geo teams on the execution. This role is also responsible for the development and advocacy of Red Hats go-to-market (GTM) strategies and tactics at a global level for the AI Platform business for partners.

What you will do:

• Serve as singular accountability at the platform level across multiple partner types in Ecosystem; responsible for Geo Ecosystem platform targets such as # of RHEL AI POCs.
• Supports Platform Leaders by translating Global/Geo platform strategy into Ecosystem execution, working with Geo Ecosystem leaders and/or PAMs to develop accountability plans and metrics for relevant routes-to-market in support of overall objectives of the platform. This will include the ownership and/or coordination of the following:
  • Developing lead pass and qualification process for Red Hat AI opportunities to AI Platform team across multiple routes to market (SI, Cloud, OEM, etc.)
  • Support local development and rollout of partner value proposition, communication plans, and enablement for platform initiatives in Ecosystem in Geo in coordination with Platform Leader.
  • Supporting the OEM team in enabling OEM partners to identify Red Hat AI leads and drive attach motion. Supporting the development of joint value proposition and co-sell plans with Accelerators.
  • Working with Cloud team to ensure RHEL AI product availability in Geo cloud marketplace and support enablement of cloud partners and resellers on opportunity identification.
  • Working with Geo Ecosystem leaders to identify top SI partners in Geo and support the build out of lab capability, ramp up & enablement, and co-sell activities towards a goal of self-sufficiency.
• Technical thought leader on AI supporting executive-level partner conversations; responsible for supporting the recruitment of strategic partners for AI initiatives as agreed upon by Platform Leaders and Geo Ecosystem leadership.
• On a regular basis, aggregate platform-level Ecosystem metrics to include indirect performance by route and partner; analyze information and report on trends to Geo Platform Leader.
• Collaborate with the Global and Geo OpenShift Platform Leader for sales strategy and execution, to include ensuring Ecosystem strategy aligns with and complements direct sales strategy; Collaborate with the Global Ecosystem RHEL, Ansible, and AI Platform Leaders when joint GTMs may be required to simplify our offerings from the customer point of view.
• Represent Ecosystem in the monthly Business Leadership Team (BLT) meeting and/or Interlocks.

Differentiation with Platform Leaders

• Focused on Ecosystem platform targets and KPIs towards overall platform performance (i.e. 200 of 1,000 RHEL AI POCs).
• Works across multiple routes-to-market (Distribution, SI, Cloud, OEM, ISV) to build a singular, coordinated plan in Ecosystem.
• In-depth understanding of Ecosystem frameworks, incentives programs, systems, and measurements and ability to architect initiatives in Ecosystem in support of overall platform strategy.
• Compensated on indirect platform goal.
• Reports to AI platform leader.

What you will bring:

• 10+ years experience in a senior sales capacity in a technology sales environment.
• Strong technical and business background with a track record of leading cross-functional teams and delivering on complex projects.
• Proven track record of managing direct and indirect teams, as well as strong cross functional collaboration skills, with a proven track record of success.
• Experience in Linux, Kubernetes, and cloud platforms like AWS, Azure, or Google Cloud.
• Extensive knowledge of the AI market, use cases, competitors and value.
• Experience building and/or contributing to pre-sales material and process creation.
• Ability to present to and have conversations at multiple levels with a customer from developers and architects to infrastructure and operations teams, to strategic executives and C-level management.
• Experience with a digital transformation effort as part of sales, consulting or as a customer.
• Strong understanding of AI market opportunities, the competitive landscape and deep technical expertise in AI solutionsand related technologies, trends, and concepts.
• Bachelor's degree (or US foreign equivalent) in computer information systems, computer science or related field.
• Willingness to travel up to 50% of the time, following Red Hats established travel and expense policies.