国际商业机器公司
Territory Partner Account Manager
Territory Partner Account Manager
发布于 40 分钟前普通员工/个人贡献者
北京市
高级经验
全职员工
仅现场办公
本科
销售与零售
Channel Sales
Cross-Functional Collaboration
Go-To-Market Strategy
Partner Account Management
Strategic Relationships
AI 估算 · 25k–45k
IBM北京高级销售岗位，底薪加绩效，行业经验要求高，月薪25K-45K合理
职位详情
关于这个职位
作为IBM旗下Red Hat的合作伙伴客户经理，您将负责管理和发展与重要合作伙伴的战略关系，推动联合解决方案的销售与增长
该职位需要您作为Red Hat在合作伙伴眼中的核心联络人，制定并执行联合业务计划，协调内外部资源达成销售目标
适合具备软件行业渠道销售经验、擅长跨部门协作的资深商务人才
最低要求
● Bachelor's Degree
● Strong track record of building strategic relationships, specifically in the software and services industries, and developing the business with partners, coupled with the ability to create joint business plans that deliver measurable outcomes.
● Proven history of consistently meeting and exceeding revenue targets through effective partner collaboration
● Ability to translate partner business needs into joint solutions and manage those initiatives
● Experience working with complex ecosystems.
● Ability to grow channel ecosystem in a multi-product company
● Experience ensuring results through business partners and the ability to inspire partner executive trust in Red Hat
● Demonstrated experience in driving technology sales and solution adoption with partners
● Works well in heavily matrixed environments
● Willingness to travel across geo up to 50%
● Excellent communication skills in English
工作职责
● Develop and manage long-term strategic relationships with one or more partners, serving as the primary liaison and the 'face' of Red Hat for those partners.
○ Serve as a trusted advisor to partners, providing guidance on Red Hat technologies, market opportunities, and joint go-to-market strategies
○ Develop and execute joint strategic plans using Red Hat’s Partner Success Planning Tools and methodology
○ Collaborate with partners to agree on, measure, and track a set of Key Performance Indicators (KPIs) to ensure the partnership is on track to meet its goals
○ Conduct quarterly and annual business reviews with the partner, involving key stakeholders from Red Hat and the partner
○ Identify and help foster relationships between C-level executives at the partner organization and Red Hat
● Encourage partners to commit to joint initiatives by adopting Red Hat products, promoting / selling to their customers or building them into repeatable solutions.
○ Develop a business & value case for the partner to pursue a new joint solution or line of business in collaboration with Red Hat
○ Collaborate with the partner to showcase the value of our products, highlighting how they can be seamlessly integrated into their solutions to address their customers' business challenges and drive meaningful outcomes
○ Identify key partner decision-makers and marshal efforts to win their buy-in, investment and business growth focus
○ Promote Partner solutions and capabilities by executing a joint Go-To-Market plan both to customers and Red Hat
○ Foster collaboration with Red Hat Services, SPP program goals, certification of resources and building both capabilities and capacity
● Enable Partner-driven Growth and Success
○ Develop and implement strategies to generate new incremental joint pipeline opportunities with partners to include reporting on performance (pipeline, certifications, revenue)
○ Identify potential markets and verticals for new pipeline growth in collaboration with partners.
○ Track and measure partner-sourced opportunities through a robust deal registration process
○ Collaborate with partners and Red Hat field sales to accelerate and drive closure for key strategic opportunities to achieve sales targets
○ Deliver precise and timely forecasts of partner-generated opportunities and sales back to the business.
○ Analyze data to predict trends and inform strategic planning
○ Leverage the Red Hat Partner Program to build partner loyalty, focus, commitment and incremental revenue growth - leading to autonomous selling and incremental revenue growth
● Drive partner enablement on Red Hat products and their use in joint solutions
○ Ensure the partner has sales and technical capability to successfully sell and promote Red Hat offerings
○ Guide partners in building repeatable offerings/IP aligned to TDPs (Technical Decision Points)
○ Support the partner in building or integrating Red Hat products into their solution, working with both Partner and Red Hat Development/Engineering teams
○ Coordinate training and enablement plans for partner service delivery teams to ensure sufficient technical enablement to deliver Red Hat products successfully
○ Educate Partner on RHT Sales plays / TDPs, campaigns, launches, and enablement initiatives
○ Ensure partner certifications and readiness by focus TDPs
○ Work with the partner to develop services capabilities (RHSP)
○ Advocate internally for the partner
○ Partner Program (PEX) management & program leverage including partner specializations
AI 洞察
优缺点分析
优点
- IBM与Red Hat双品牌背书，提供强大的技术资源和市场影响力，有利于职业背书
- 完善的入职培训和持续学习文化，帮助快速掌握开源生态和销售方法论
- 与全球顶尖科技公司合作，接触最前沿的企业级解决方案和行业趋势
- 需要频繁出差（高达50%），对工作生活平衡有较大影响
- 在矩阵式组织中协调资源、推动执行，需较强的政治智慧和多任务处理能力
- 适合有5年以上软件或IT渠道销售经验、擅长建立长期合作关系、能适应高强度出差和跨文化环境的资深商务人士
缺点 / 挑战
- 销售指标压力较大，需同时管理多个合作伙伴的复杂关系和多条业务线
角色解读
- 在IBM和Red Hat体系内，可向高级合作伙伴经理、区域总监或生态系统负责人发展
- 积累渠道管理经验后，可转型至更广泛的商务拓展、战略联盟或产品管理岗位
- 通过跨部门轮岗和全球项目，拓展行业视野，成为企业级销售领导者
- 作为Red Hat与合作伙伴之间的核心联络人，建立并维护长期战略关系，推动联合业务计划
- 识别合作伙伴业务需求，制定联合解决方案和Go-To-Market策略，促进产品采用和销售增长
- 通过季度/年度业务回顾、KPI跟踪和预测分析，确保合作伙伴关系达成既定目标
- 协调内部资源（技术、服务、渠道等）支持合作伙伴能力建设，推动认证和培训
- 深厚的合作伙伴关系管理能力，能建立信任并影响高层决策者
- 出色的销售和谈判技巧，有达成并超越收入目标的记录
- 对开源技术和Red Hat产品组合有基本理解，能进行技术对话
- 优秀的跨文化沟通和英语能力，能在矩阵型组织中有效协作
申请策略
- 在申请材料中表达对开源技术和开放生态的热情，展示与IBM/Red Hat文化契合
- 提前了解目标合作伙伴的情况（如系统集成商、独立软件开发商），思考如何为其创造价值
- 突出以往合作伙伴管理业绩，如达成/超额完成收入目标的具体数字和案例
- 强调跨部门协作经验，展示在复杂矩阵环境中推动项目落地的能力
- 列举技术背景（如Linux、云计算、开源软件）或与Red Hat产品相关的经验
- 如有全球客户或跨国企业合作经历，重点提到以体现文化适应性
- 深入学习Red Hat产品线（RHEL、OpenShift、Ansible等）及开源生态系统
- 提升数据分析和预测建模能力，以更好地支持业务规划和KPI跟踪
面试指南
- 用STAR法则（情境、任务、行动、结果）结构化回答行为问题，突出量化成果和关键决策
- 展示系统性思维：从关系建立、需求分析、计划制定到执行跟踪的完整流程
- 强调协作与影响：说明如何在没有直接汇报关系的情况下推动他人合作
- 请描述一次你成功管理一个大型合作伙伴关系的经历，你是如何建立信任并推动业务增长的？
- 当你和合作伙伴在战略方向上出现分歧时，你是如何解决的？请举例
- 你如何在矩阵型组织中协调不同部门（如销售、技术、服务）共同支持合作伙伴？
- 你如何制定和执行一个联合业务计划？请谈谈你的方法论
- 假设我们需要让一个新合作伙伴快速采用Red Hat技术并产生收入，你会如何制定前90天计划？
职位点评
64
综合评分
IBM Red Hat渠道销售岗，发展性突出，薪资未明，WLB因高出差而较差。
更适合这类人
最看重职业成长、技能提升和平台资源的求职者，愿意为长期发展接受较高出差频率和现场办公。
表现最好
成长发展
相对薄弱
工作生活
薪资福利70
成长发展85
工作生活40
使命价值60
薪资福利
70中等
IBM作为跨国巨头，薪酬体系完善，但未在JD中明确薪资范围，存在面议空间。福利包括培训和发展机会，但具体福利未列出。
薪资信号未披露（AI估算：25K-45K/月）
成长发展
85较高
职位提供世界级入职培训、持续学习文化和清晰的职业成长路径，涉及OpenShift等新技术，发展性动机满足度高。
技术前沿主流现代技术
技术栈Red Hat、Linux、OpenShift、Ansible、Kubernetes
成长机会world-class onboarding、continuous learning、opportunities to grow your career
业务类型profit_center
工作生活
40较低
要求出差高达50%，且办公地点为北京现场，工作生活平衡挑战较大，未提及弹性工时或远程办公。
工作模式仅现场办公
办公地点未明确
加班情况未提及（无法判断）
使命价值
60中等
IBM/Red Hat致力于通过开源推动数字化转型，有一定社会意义，但职位本身以商业销售为导向，使命感一般。
行业发展稳定成熟行业
社会影响中性/一般
使命信号driving digital transformation and lasting impact、improve business and society
创新程度积极采用新技术
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