Partner Development Manager

Summary

Join HashiCorp's Global Strategy Team for Cloud Partner Go-to-Market as a Cloud Partner Manager. This role focuses on building and executing a global go-to-market strategy to accelerate cloud business with AWS. You will establish joint growth strategies, develop solution sales plays, and drive pipeline and marketplace revenue. The position requires strong cross-functional collaboration, executive alignment, and proven success in managing CSP partners. Less than 10% travel is expected. The ideal candidate will have extensive experience in managing CSP partners, a deep understanding of cloud marketplaces, and a proven track record of exceeding sales targets.

Requirements

• Minimum 7 years experience working with and managing CSP or similar partners
• Deep knowledge of CSP programs and offerings, including the cloud marketplaces
• Proven track records of sales over-performance
• Existing CSP partner relationships and network
• Strategic business and marketing planning capabilities
• Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with CSP partners
• Demonstrated ability to work cross-functionally
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities

Responsibilities

• Drive CSP pipeline and marketplace revenue numbers globally
• Establish and build business plans for CSP partners that align to sales goal
• Establish repeatable CSP-focused solution sales plays to enable HashiCorp sellers to focus on formulas for success within their regions
• Present the HashiCorp portfolio and partner program benefits to CSP partner leadership
• Drive executive alignment and regular partner cadence meetings to build and maintain partner relationships
• Leverage HashiCorp’s Partner Sales Teams including SI partners with strong CSP expertise to accelerate cloud growth globally
• Continuously work with cross-functional teams to establish and execute global enablement programs tailored to drive success of joint CSP business plan
• Support CSP MDF plans and budgets for accelerating end-user pipeline
• Monitor and report on sales and partner results based on partner plan KPIs
• Execute QBR’s with CSP global leadership

Preferred Qualifications

• Experience working with and managing AWS as a strategic partner
• Track record of building VP level and above relationships with CSP partners

Benefits

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