Ingram Micro
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Director, Vendor Management - IBM & RedHat

Williamsville, NY, United States
Job ID: 48134



Ingram Micro is an integral part of the technology and commerce ecosystems, helping our partners grow and thrive through the creation and delivery of Information Technology, Lifecycle Management, e-Commerce Logistics, and Cloud solutions. With $49 billion in revenue and the ability to reach 90% of the global population, we have become the world’s largest technology distributor with operations in 59 countries and more than 35,000 associates.

Your role:

The Director, Vendor Management - RedHat & IBM will develop and facilitate the profitable partnership and strategic oversight of the IBM and RedHat vendor relationships, successfully delivering high-quality results in accordance with our core values and organization design principles.  The successful candidate will bring to this role a wealth of knowledge and experience across the full spectrum, inclusive of ability to leverage cloud in go-to-market strategy among all product offerings from vendor to distributor to reseller to end-user; and the right mindset, behaviors and attitude to lead the vendor relationship.

 Primary responsibilities of the Director:


  • Manage the increasing relevance of Redhat’s solutions & services portfolio inside and across Ingram Micro’s IM Redhat business units; leverage the ongoing build-out of professional service competencies, its necessary processes and contingencies currently happening through our investments into COEs (Centers of Excellence)
  • Ensure we have the right mix of revenue, focusing on sustainable quality growth, profitability and long-term trending via robust strategic plans that best represent One Ingram as well as IBM’s and RedHat’s respective and soon overlapping ecosystem of products and services
  • Identify new business opportunities, develop strategies and build exclusive programs that accelerate growth in key areas, while gaining incremental funding from IBM & RedHat to support those programs
  • Direct and develop sales, marketing, pricing, purchasing and vendor rebate strategies to ensure the overall profitability of the IBM & RedHat business for Ingram Micro

Maximize the ecosystem:

  • Leverage others as a strategic advantage and execute our value proposition and partner strategies to deliver shareholder value
  • Connect partners with other Ingram partners, domestically and internationally, for joint venture deals.
  • Host annual meetings with regional leaders to plan and build for a successful future
  • Develop QBR, newsletters, dashboards, executive briefs and performance reports

Alliance Leader:

  • Structure overall growth plans by fostering a high-performance culture through exceptional leadership and engagement strategies
  • Single point of contact within Ingram Micro for anything IBM & RedHat and within IBM & RedHat for anything Ingram Micro
  • Manage all programs and vehicles, while overseeing problems spots and sharing best practices to help underperforming areas


  • Central funnel for communication and collaboration within business units and with regional leaders to drive results and achieve goals
  • Partner with sales, operations, technical support and licensing leadership to achieve business plan objectives

 What you bring to the role:

  • Bachelor’s Degree in business or related field required with MBA preferred
  • 8+ years’ experience in distribution, technology, product or services industries with 6+ years in a senior leadership capacity and ideally team leadership/people management
  • Experience in IBM and/or RedHat sales/business development/vendor management and distribution
  • Extensive technical aptitude and knowledge of IBM & RedHat distribution channels relative to assigned product categories
  • Technical aptitude and knowledge of be able to leverage IBM & RedHat cloud offerings working closely with the Ingram Micro Cloud Business Unit.
  • Extensive industry, company, and financial knowledge to develop strategies and tactics in the marketplace, including IBM & RedHat cloud offerings and taking into consideration the current and future competitive environments
  • Deep knowledge of complex financial data and ability to communicate cause and effect on operating income
  • Successful background implementing strategies that result in positive impact
  • Understanding of customer strategic and tactical direction
  • Expertise in face-to-face presentations including ability to communicate and sell ideas with strong negotiation skills to address large audiences, both internal and external to vendors and customers
  • Open-mindedness and cultural capacity
  • Dealing with multiple stakeholders, internally and externally
  • Advanced technology acumen and pre/post sales capabilities

 Candidates will stand out by exhibit the following attributes:


  • Critical understanding of IBM & RedHat product and business lifecycles; in particular past experience with the build-out of professional services related to open-source competencies; pre-sales technical level desired.
  • Extensive experience in developing programs that increase customer satisfaction, addressable market, product portfolio and revenue
  • Ability to identify new opportunities and exploit them to the benefit of the company
  • The ability to say “no” to ideas and activities that do not enable the achievement of overall strategic objectives
  • Create focus and attention on key actions to drive results
  • Exceptional problem-solving skills, both, conceptual and analytical, with a proven ability to turn findings into executable plans
  • Ability to influence across the organization at multiple levels
  • Demonstrated initiative to work independently and with teams interchangeably
  • Proven experience in managing teams including ability to provide direction, understand resource capability and successfully drive results
  • Ability to work under pressure and tight schedule
  • Ability to use judgment to make the best decisions possible with imperfect information and less than adequate time
  • Creative thinking: should possess the ability to develop and create new ideas, systems, and relationships for the success of the company
  • Planning skills: should have the ability to develop specific plans and goals to help in accomplishing tasks efficiently
  • Ability to resolve disputes and conflicts
  • Motivating skills: able to encourage and build team spirit among staff, bringing about mutual respect and cooperation


* Position may require up to 50% travel


This is not a complete listing of the job duties.  It’s a representation of the things you will be doing, and you may not perform all these duties.


Please be prepared to pass a drug test and background check that includes verification of vaccination status.


Ingram Micro requires all new associates to be fully vaccinated against COVID-19. Therefore, this position requires applicants to submit proof, prior to start date, that the successful applicant is fully vaccinated against COVID-19. Ingram Micro will comply with applicable laws regarding the reasonable accommodation of individuals with disabilities and/or sincerely held religious beliefs.  Applicants will be notified of the requirements of Ingram Micro’s COVID-19 policy and process for verification of vaccination status prior to the start of employment. 


Ingram Micro believes there is no place in our society for social injustice, discrimination, or racism. As a company we do not – and will not – tolerate these actions.


Ingram Micro Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.  




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