Manager Strategic Partnerships

Job Title: Partner & Sales GTM Leader (Red Hat)

Location: Dallas, TX

Employment Type: Full-time, Onsite

About the Company

Gruve is an innovative Software Services startup dedicated to empowering Enterprise Customers in managing their Data Life Cycle. We specialize in Cyber Security, Customer Experience, Infrastructure, and advanced technologies such as Machine Learning and Artificial Intelligence. Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks. -

Why Gruve

At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.

Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.

Position Overview:

Gruve is seeking a highly motivated Partner & Sales GTM Leader to build, manage, and scale our Red Hat partnership. This individual will develop and maintain key relationships, drive joint GTM initiatives, and maximize revenue opportunities within the Red Hat ecosystem. You will own and be the internal expert on Red Hat’s partner program, incentives, and enablement requirements, providing strategic guidance to optimize Gruve’s positioning and pipeline. This role is critical to building a healthy, robust, and long-term relationship while aligning with Red Hat’s business leaders, sales teams, and technical stakeholders.

Key Responsibilities:

Strategic Relationship Development

• Establish and maintain executive and business-level relationships with Red Hat’s partner, sales, and technical teams.
• Serve as Gruve’s primary liaison to ensure alignment across sales, marketing, engineering, and leadership.
• Engage Red Hat decision-makers to advocate for Gruve’s capabilities and solutions.
• Develop a stakeholder relationship map and business plan for Red Hat.
• Maintain distributor relationship.

Partner Program Mastery & Execution

• You are the internal expert on Red Hat’s partner program, incentives/rebates, deal registration and/or other benefits.
• Leverage MDF, rebates, spiffs, discounts, and sales play2 to maximize profitability.
• Guide leadership on how to extract maximum value from the partnership.
• Maximize Red Hat’s CCSP (Certified Cloud & Service Provider) program.
• Drive compliance to ensure adherence, stability, and long-term sustainability.
• Own and elevate Gruve’s Red Hat partner program membership levels to achieve the highest Tier (i.e., Premier Tier attainment).

GTM Strategy & Revenue Generation

• Develop and execute a joint GTM plan to drive marketing activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.
• Align Gruve’s sales team with Red Hat’s field sellers and partner account managers.
• Manage deal registration and track revenue KPIs from the partnership.

Internal Leadership & Cross-Functional Alignment

• Provide regular updates to leadership on opportunities, risks, and revenue impact.
• Collaborate with marketing, sales, and engineering teams to optimize joint GTM execution.
• Lead QBRs with Red Hat to assess progress and identify growth opportunities.
• Drive the charter and roadmap using insights from market trends, customer needs, and partner ecosystems aligned with Gruve’s strategic interests.

Key Qualifications

• 5-10 years of experience in partnerships/alliances and sales with a VAR in enterprise technology.
• Bachelor’s degree in Business or a related field. MBA or advanced degree is highly preferred.
• Must be able to travel to partner conferences and/or onsite visits.
• Strong and prior experience with Red Hat and their solution offerings. Experience and/or understanding of other cloud/software ecosystem partnerships (AWS, Microsoft, Cisco, etc.) is a plus.
• Deep understanding of Red Hat’s partner program, sales motion, deal registration, and incentive structure.
• Proven track record of driving revenue through partnerships and aligning GTM strategies with large technology vendors.
• Strong ability to build executive relationships and influence cross-functional teams.
• Experience working in fast-paced, high-growth environments (startups or enterprise software preferred).
• Ability to navigate complex partner ecosystems and align joint value propositions.
• Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.

Equal Employment Opportunity

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Compliance Statements

• This job description is compliant with the Fair Labor Standards Act (FLSA) and Americans with Disabilities Act (ADA).
• The essential functions listed are necessary for ADA compliance.
• Salary ranges are provided in accordance with New York and California pay transparency laws.

Physical Demands

• Ability to remain in a stationary position for extended periods.
• Occasionally move about the office to access files and office equipment.

Work Environment

• This position may require working in a fast-paced environment.
• On-site presence is required

Reasonable Accommodation Statement

Gruve is committed to the full inclusion of all qualified individuals. As part of this commitment, Gruve will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact hr.usa@gruve.ai.