Partner Development Manager I

About the team

Being part of the HashiCorp EMEA Partner organisation requires balancing a strong regional focus with effective team collaboration. To master the partner ecosystem in a specific region, it is essential to develop deep local expertise, foster strong relationships with partners, and tailor strategies to address unique market needs. Simultaneously, being part of a broader team involves active collaboration, sharing insights, and adopting best practices from across the EMEA region. We believe in open communication, mutual support, and leveraging collective experience to create scalable solutions and drive consistent success across diverse markets, all while maintaining a unified vision.

What you’ll do (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

What you’ll need (basic qualifications)

• 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

What's nice to have (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

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