国际商业机器公司
Territory Partner Account Manager China
Territory Partner Account Manager China
发布于 大约 2 小时前普通员工/个人贡献者
成都市
高级经验
全职员工
仅现场办公
本科
销售与零售
Go-To-Market
Ibm
It服务
合作伙伴管理
战略关系
渠道销售
联合销售
软件行业
销售规划
AI 估算 · 25k–45k
资深渠道销售岗位，IBM/Red Hat全球品牌，成都薪资水平较一线城市略低，但考虑跨国企业和高经验要求，月薪在25K-45K之间合理。
职位详情
关于这个职位
作为IBM Red Hat部门的区域合作伙伴客户经理，你将负责管理与关键合作伙伴的战略关系，推动联合销售计划和业务增长
你需要与合作伙伴高层建立信任，协调内部资源，制定共同的Go-To-Market策略，并通过合作伙伴赋能和培训实现销售目标
该职位要求出色的沟通能力、商业洞察力和跨部门协作能力，适合有丰富IT渠道销售经验的专业人士
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
- 加入全球顶尖科技公司IBM及Red Hat，品牌影响力强，资源丰富
- 接触前沿开源技术生态，积累深厚的IT行业知识
- 完善的培训体系和职业发展通道，支持持续成长
- 与高素质团队和合作伙伴合作，拓展人脉网络
- 出差频繁（最高50%），对工作生活平衡有较大影响
- 需同时应对内部矩阵组织和外部合作伙伴的复杂需求，协调难度高
- 适合有丰富B2B渠道销售经验、擅长建立战略合作关系、能承受高出差频率并渴望在顶级科技平台发展的求职者
缺点 / 挑战
- 销售指标压力大，需要持续达成并超越目标
角色解读
- 从区域合作伙伴经理向全国或全球合作伙伴管理角色发展
- 向销售领导岗位晋升，管理团队并负责更大范围的合作伙伴生态
- 向解决方案或行业专家转型，深入特定领域推动业务创新
- 管理与区域合作伙伴的长期战略关系，作为Red Hat对合作伙伴的主要联络人
- 制定并执行联合业务计划，通过合作实现销售目标和收入增长
- 推动合作伙伴赋能，确保其具备销售和实施Red Hat产品的技术能力
- 协调内部资源，促进合作伙伴与Red Hat各团队的协作，加速商机转化
- 出色的关系建立和客户管理能力，能够与合作伙伴高层建立信任
- 商业敏锐度，能够制定联合业务计划并量化成果
- 跨部门协作能力，适应矩阵式组织环境
- 优秀的英语沟通能力，能够与全球团队有效合作
申请策略
- 深入了解IBM和Red Hat的合作伙伴生态系统，在面试中展现对该公司战略的理解
- 准备具体的案例，说明你如何帮助合作伙伴实现业务增长并达成共赢
- 突出与合作伙伴共同制定并实现销售目标的量化案例（如增长率、收入贡献）
- 强调在软件/IT服务行业的渠道管理经验，尤其是与大型生态伙伴的合作
- 展示跨部门协调和推动复杂项目落地的能力
- 体现英语沟通能力，可用英文简历或附上英文项目描述
- 熟悉Red Hat产品线（如OpenShift、Ansible）和开源技术趋势
- 提升数据分析和商业规划能力，学习使用CRM和合作伙伴管理工具
面试指南
- STAR法则：描述情境、任务、行动和结果，突出量化成果
- 强调合作共赢：展示如何平衡双方利益，建立长期信任
- 体现系统性思维：说明你使用的方法论、工具和跟进机制
- 请描述一次你成功管理关键合作伙伴关系的经历
- 如何制定联合销售计划并确保执行？请举例
- 当你与合作伙伴存在目标冲突时，你如何协调？
- 你如何推动合作伙伴的销售和技术团队采纳新产品？
- 在矩阵式组织中，你如何赢得内部支持并推动合作项目？
职位点评
68
综合评分
IBM/Red Hat资深渠道销售岗，发展机会丰富，但出差频繁，需平衡生活。
更适合这类人
最适合追求职业成长和技能提升、不介意高差旅频率的资深销售人才。
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45
使命价值70
薪资福利
70中等
该职位薪资在成都市场属于中高水平，IBM提供完善的福利体系，但具体薪资为面议，存在一定不确定性。出差频率高可能影响稳定性感知。
薪资信号面议 (25K-45K/月)
成长发展
85较高
IBM提供世界级的入职培训和持续学习机会，有明确的职业晋升通道。职位本身涉及高层次的商业战略和技术知识，成长空间大。
技术前沿非技术岗（不适用）
成长机会世界级入职培训、持续学习、支持性文化
业务类型profit_center
工作生活
45较低
需要高达50%的出差频率，对工作生活平衡影响较大。办公地点在成都科技园，通勤可能便利，但出差压力显著。
工作模式仅现场办公
办公地点科技园/产业园
加班情况未提及（无法判断）
使命价值
70中等
Cloud和开源是IT行业增长最快的领域之一，Red Hat在其中扮演核心角色。工作可以推动企业数字化转型，具有较好的行业意义和社会价值。
行业发展高速增长赛道
社会影响中性/一般
使命信号推动创新、产生影响
创新程度积极采用新技术
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