Commercial Territory Partner-Led GTM

About the role:

The NA Territory Partner-Led GTM Leader drives partner strategy, operational excellence, and pipeline growth across the NA Territory Commercial segment. This role leads key partner-led and distributor-led initiatives, aligning cross-functional teams to execute against sales and go-to-market priorities. The position requires a strategic, data-driven leader who can translate business objectives into actionable plans that enhance partner productivity, optimize processes, and accelerate revenue growth within a matrixed organization.

What you will do:

• Lead strategic initiatives to drive pipeline growth through effective partner engagement, Sales POD planning, and the execution of partner-led sales plays aligned with go-to-market and revenue objectives
   

• Establish and maintain a consistent operating cadence across geographies and subsegments, ensuring accountability, visibility, and execution rigor.
   

• Facilitate cross-POD collaboration by sharing insights, trends, and best practices from partner-led activities to strengthen overall partner performance.

Business Visibility & Operations

• Develop and maintain dashboards and reports to drive KPI visibility and operational rigor.

• Partner with account teams, ecosystem teams, and partners to ensure accurate opportunity tagging and reporting for partner-led activities.

• Provide structured business reviews and performance readouts (monthly, quarterly, annual).

• Collaborate cross-functionally to consolidate data inputs and deliver actionable reporting for leadership.

• Own Territory Segment KPIs, including net-new logo tracking and pipeline analysis across all pipeline sources (SDR, MDR, DSS, CNX).

• Oversee Territory Management processes, including account assignments, opportunity hygiene, and system maintenance.
   

• Partner with CRM Management to enhance the Red Hat Sales Cloud experience, ensuring efficient processes, tools, and prioritization.

What You Bring:

• Exceptional leadership and communication skills, with the ability to engage and influence a diverse set of stakeholders in a matrixed organization.

• Strong project management and operational execution capabilities, with a focus on driving consistency and measurable outcomes.

• Proven experience building and executing programs or strategic initiatives that align with business objectives and accelerate partner performance.

• Ability to cultivate long-term relationships and develop trusted advocates across internal teams and external partner organizations.

• Demonstrated success influencing and collaborating with sales teams, including both Red Hat and partner sales organizations.

• Experience selling software or infrastructure solutions into mid-market or enterprise accounts through a partner-led sales motion.

• Knowledge of Red Hat’s Partner Ecosystem and Programs preferred.

• Willingness to travel up to 25% of the time.

The salary range for this position is $172,020.00 - $275,360.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

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. 

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 different 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 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.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.