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 encour ... (truncated, view full listing at source)