Red Hat is a leading provider of open source solutions, empowering enterprises to innovate and transform their businesses. We foster a culture of collaboration and community, and we're looking for a Program Manager to join our Partner Engagement Experience and Programs team.
As a Deal and Opportunity Lead Program Manager at Red Hat, you will play a pivotal role in enhancing the partner engagement experience while driving a programmatic approach to joint selling with transacting and service-oriented partners. You will be responsible for the end-to-end process—design, implementation, and optimization—of scalable frameworks for managing deal registration, opportunity orchestration, lead passing, and tooling development to streamline partner engagement. This role focuses on enabling strategic collaboration with key partners while fostering independence and accountability within defined customer sets.
By analyzing and optimizing partner-led deal structures, you will ensure impactful engagement processes that deliver measurable results for both Red Hat and its partners. Additionally, you will work closely with Core Business Platforms Team, who owns our Partner Relationship Management Tooling (PRM), to develop and implement the necessary tools to operationalize your designs, ensuring scalability and effectiveness.
What you will do:
Deal Registration Management:
Evolve and optimize the deal registration process to maintain program integrity, ensuring partners are recognized and rewarded throughout the deal lifecycle.
Design mechanisms to align deal registration workflows with strategic joint-selling objectives.
Programmatic Joint-Selling Strategy Development:
Develop and execute end-to-end scalable frameworks for joint selling with transacting and service-oriented partners, ensuring seamless alignment with Red Hat's strategic goals.
Define and refine joint-selling processes to ensure alignment between partners and Red Hat’s sales teams, improving efficiency and outcomes. ( This covers all ecosystem selling motions including Sell with and Sell through)
Continuously optimize partnering motions across all ecosystems, including "sell with" and "sell through," to improve partner engagement and support joint business goals.
Opportunity and Deal Orchestration, Process improvement, & Tooling Automation:
Evaluate and streamline partner-led deals and opportunities within Red Hat’s sales framework, focusing on improving partner autonomy and execution within targeted customer groups.
Collaborate with internal partner teams ( across Global and Geo) to ensure effective opportunity management and alignment with strategic goals.
Build processes that drive GTM engagement with key partner ecosystems to build reliance on strategic partners for defined customer accounts.
Facilitate a collaborative and structured approach to partner engagement, enabling higher levels of autonomy and trust in their execution.
Collaborate with tooling teams (PRM) to implement tools and systems that operationalize joint-selling designs and streamline partner engagement processes.
Lead Passing Program Management:
Oversee lead passing programs, in partnership with marketing, ensuring the effective implementation, monitoring, and measurement of policy adherence, process efficiency, and ROI.
Identify and implement opportunities for continuous improvement in lead distribution and performance.
Rules of Engagement Design and Management:
Develop, maintain, and communicate clear, actionable rules of engagement to minimize friction between partners and Red Hat teams.
Provide training and enablement to ensure understanding and compliance across internal and partner stakeholders.
Compliance and Dispute Resolution:
Partner with the legal team, and sales operations to ensure compliance with regulations and address deal disputes effectively.
Regularly update and refine rules of engagement and deal processes based on feedback, legal requirements, and evolving business needs.
Performance Tracking and Optimization:
Establish KPIs and metrics to measure the success of deal orchestration, lead passing, and joint-selling initiatives.
Track deal conflicts and performance trends by geography, providing quarterly updates to drive accountability and optimization.
Use data-driven insights to refine partner engagement processes and foster greater reliance on strategic partner ecosystems.
Guidance and Communication:
Serve as a key point of contact within Red Hat ensuring clarity and alignment on partner GTM processes.
Facilitate structured and collaborative partner engagement approaches, enabling higher levels of autonomy and trust in execution.
What you will bring:
Bachelor’s degree in Business, Management, or a related field; MBA preferred.
7+ years of experience in program management, sales operations, or partner management, with a focus on deal and opportunity leadership.
Proven ability to design, implement, and optimize programmatic approaches to joint selling and partner engagement.
Experience collaborating with tooling teams (e.g., PRM) to implement scalable systems and processes.
Strong analytical and project management skills, with experience managing complex processes and conducting data-driven optimizations.
Excellent communication and interpersonal skills, capable of conveying complex information clearly to diverse stakeholders.
Experience developing and managing rules of engagement, partner enablement, and scalable frameworks for collaboration.
Familiarity with compliance and legal considerations related to sales and partnerships.
Collaborative, results-driven, and capable of balancing strategic vision with tactical execution.
Ability to work cross-functionally, manage competing priorities, and thrive in a dynamic, fast-paced environment.
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.
Diversity, Equity & 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 diverse 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 of diversity 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.
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