Partner Sales Account Manager
No salary listed
Mid
Tokyo, Japan
Hybrid
Sales & Account ManagementBusiness Development & Partnerships
About the job
Requirements
- Experience in enterprise IT sales, partner sales, alliances, or business development.
- Experience in business development with major partners or enterprise customers.
- Experience creating pipeline and managing forecasts and deals.
- Experience advancing deals or business initiatives while collaborating with multiple internal and external stakeholders.
- Ability to understand partner or customer business challenges and convert them into concrete opportunities in coordination with internal teams.
- Ability to build trust and collaborate toward shared goals with colleagues in sales, technical, and marketing roles.
- Ability to adapt communication to the situation and audience and move work forward by engaging stakeholders.
- Ability to set priorities independently and execute with initiative.
- High-level communication ability in Japanese.
Responsibilities
- Develop and execute account plans and business plans with assigned partners.
- Build relationships with partner sales, technical, services, and solutions teams.
- Identify new business opportunities jointly with partners and continuously create pipeline.
- Lead the creation and advancement of end-customer opportunities through partners.
- Identify and advance opportunities to expand partners' use of Red Hat technology and their businesses.
- Continuously manage pipeline, forecasts, and key opportunities.
- Use business reviews to clarify progress, issues, and growth opportunities.
- Develop and execute joint go-to-market plans with partners.
- Define target customers, industries, use cases, and solutions.
- Identify specific opportunities through account mapping.
- Build value propositions that combine the strengths of the partner and Red Hat.
- Generate demand through customer workshops, executive engagement, seminars, and campaigns.
- Replicate successful deals across other customers, industries, and departments.
- Advance deals in collaboration with Red Hat account executives, solution architects, and specialist sales teams.
- Lead opportunities from the partner side, from qualification and proposals through commercial coordination and closing.
- Assemble internal resources needed for large and strategic opportunities.
- Promote co-selling between partners and Red Hat field sales.
- Improve pipeline quality and forecast accuracy.
- Develop new growth areas with partners based on market and Red Hat strategy, including hybrid cloud and Red Hat OpenShift; OpenShift virtualization and virtualization modernization; enterprise AI and Red Hat AI; AI infrastructure and AI production environments; application modernization; automation; security; managed and cloud services; and sovereign cloud and sovereign AI.
- Incorporate Red Hat into partner solutions, services, platforms, and customer offerings and build scalable business models.
- Strengthen relationships across partner sales, presales, technical, and service departments.
- Advance sales and technical enablement in coordination with internal teams.
- Develop champions within partner organizations.
- Support the planning and development of partner solutions and service offerings.
- Collaborate with Japan sales, solution architects, specialist sales, marketing, customer success, professional services, and APAC and global partner teams.
- Work with the JOEM team lead to translate account strategy into execution.
- Deliver business growth with assigned partners, continuously create new pipeline and end-customer opportunities, execute joint go-to-market plans, create business in strategic growth areas, expand Red Hat technology integration into partner solutions and services, strengthen co-selling with Red Hat field sales, and execute long-term business plans with assigned partners.
Desired Qualifications
- Ability to communicate internally in English.
- Business development experience with major system integrators, OEMs, or technology partners.
- Experience with joint selling or co-selling.
- Experience building joint go-to-market plans.
- Knowledge of Red Hat, Linux, OpenShift, Kubernetes, or hybrid cloud.
- Understanding of the virtualization market.
- Market knowledge of enterprise AI or AI infrastructure.
- Experience with managed services, cloud services, or subscription businesses.
- Experience planning partner solutions or service offerings.
About the company
Red Hat sells subscriptions for open-source software and related services to enterprises. Its products, like Red Hat Enterprise Linux, OpenShift, and Ansible, are open-source but come with guaranteed updates, patches, and professional support through a subscription, so customers install the software and receive ongoing assistance. The company differentiates itself with an enterprise-focused, integrated stack and services around hybrid cloud, containers, and automation, backed by IBM as a strategic owner while Red Hat operates as a distinct unit. Its goal is to help large organizations deploy, manage, and scale open-source software across complex IT environments with predictable, enterprise-grade support.
Company Size
10,001+
Company Stage
Acquired
Total Funding
$34B
Headquarters
Raleigh, North Carolina
Founded
1993
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Simplify's Take
What believers are saying
- IBM Q2 2026 said Red Hat revenue grew 11 percent, accelerating sequentially.
- IBM Q1 2026 said Red Hat grew 10 percent, with consumption revenue stabilizing.
- OpenClaw Enterprise, sponsored by Red Hat in 2026, positions it for enterprise agent platforms.
What critics are saying
- CVE-2026-96659, disclosed October 1, 2026, exposes Satellite root passwords and command execution.
- RHSB-2026-006 showed May 29, 2026 package compromise in Red Hat GitHub and npm.
- IBM folded Red Hat finance, legal, HR, and accounting into IBM in 2026, eroding independence.
What makes Red Hat unique
- Red Hat shapes Linux, OpenShift, and Ansible upstream, then monetizes enterprise subscriptions.
- OpenShift reached $2 billion ARR in Q1 2026, proving hybrid-cloud platform depth.
- Red Hat OpenShift AI and RHEL anchor regulated enterprise workloads across clouds.
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Benefits
- Health Insurance
- Dental Insurance
- Vision Insurance
- 401(k) Retirement Plan
- 401(k) Company Match
- Paid Vacation
- Paid Sick Leave
- Paid Holidays
- Parental Leave
- Family Planning Benefits
- Tuition Reimbursement