Partner Development Manager I

Summary

Join HashiCorp's EMEA Partner organization as a Partner Development Manager and contribute to the success of our partner ecosystem in the DACH region (Germany, Austria, and Switzerland). You will build and nurture relationships with key partners, develop joint business plans, and drive sales growth through collaborative efforts. This role requires strong business development skills, a deep understanding of cloud technologies, and the ability to work cross-functionally. You will be responsible for managing partner MDF plans, facilitating account mapping, and identifying joint expansion opportunities. Proficiency in German and English is essential, and experience in enterprise solution selling is crucial. Domestic and occasional international travel is required.

Requirements

• Proficiency in German and English
• Builder, business development, challenger, growth mindset
• Critical thinking with ability to roll up sleeves
• Demonstrated ability developing partnerships
• Cloud knowledge including benefits and challenges customers face with cloud adoption
• Enterprise solution selling experience where services is critical to customer outcomes
• Excellent social skills and a confirmed capacity to build positive relationships and close business with partners
• Demonstrated ability to work cross-functionally and strong stakeholder management
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities
• Domestic and occasionally international travel required

Responsibilities

• Building commitment, capability, capacity, coverage and cultural alignment with named partners
• Establish and build joint business plans for focus partners that align to sales/services goals through developing named partners
• Build trusted relationships at all levels, facilitate executive alignment and commitment with partner and HashiCorp that deliver results
• Business development through creation of sales plays and programmatic approaches that connect HashiCorp portfolio with partners IP
• Facilitate account mapping, joint account planning and alignment with field sales for joint success
• Identify joint expansion services pursuits and large transformational services opportunities
• Own partner MDF plans and collaborating on budgets with Partner Geo leader for accelerating pipeline
• Manage and drive partner engagement with HashiCorp sales organization

Preferred Qualifications

• Culture Awareness: Deep understanding of cultural nuances in Germany, Austria, and Switzerland to build trust and strong relationships
• Data-Driven Approach: Strong analytical skills to assess partner performance and identity growth opportunities
• Adaptability: Flexibility to navigate changing market conditions and partner dynamics in the DACH region
• Technical Acumen: Basic understanding of relevant technology trends and solutions to better support partner enablement and growth

Benefits

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