Partner Development Manager

Summary

Join HashiCorp as a Global ISV Partner Manager, focusing on Palo Alto Networks. This role centers on building and executing a global go-to-market strategy to accelerate business with Palo Alto. You will be responsible for establishing joint business plans, driving co-sell pipeline and revenue, and fostering strong relationships with Palo Alto leadership. The position requires extensive experience managing similar ISV partnerships and a proven track record of sales success. Less than 10% travel is expected. The role offers a competitive salary and OTE.

Requirements

• Minimum 7 years experience working with and managing Palo Alto or similar ISV partners
• Deep knowledge of Palo Alto programs and offerings
• Proven track records of sales over-performance
• Existing Palo Alto 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 Palo Alto
• Demonstrated ability to work cross-functionally
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities

Responsibilities

• Drive Palo Alto co-sell pipeline and revenue numbers globally
• Establish and build business plans for Palo Alto that align to sales goal
• Establish repeatable Palo Alto-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 Palo Alto 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 Palo Alto expertise to accelerate cosell growth globally
• Continuously work with cross-functional teams to establish and execute global enablement programs tailored to drive success of joint Palo Alto business plan
• Support Palo Alto MDF plans and budgets for accelerating pipeline
• Monitor and report on sales and partner results based on partner plan KPIs
• Execute QBR’s with Palo Alto global leadership

Preferred Qualifications

• Track record of building VP level and above relationships with Palo Alto or similar ISV partners
• Technical Sales acumen

Benefits

• $124,980 — $147,000 USD base pay range
• $208,300 — $245,000 USD OTE pay range