Offer summary

Qualifications:

Minimum 7 years of experience managing CSP or similar partners., Deep knowledge of CSP programs and cloud marketplaces., Proven track record of sales over-performance and existing partner relationships., Excellent interpersonal skills and ability to work cross-functionally..

Key responsabilities:

Drive CSP pipeline and marketplace revenue numbers globally.

Establish business plans for CSP partners aligned with sales goals.

Present HashiCorp portfolio and partner program benefits to partner leadership.

Monitor and report on sales and partner results based on KPIs.

Job description

Cloud Partner Manager, Global Go-to-Market

About the team

The Global Strategy Team for Cloud Partner Go-to-Market acts as the dynamic and central hub to incubate and drive HashiCorp’s global partnership strategy with its key Cloud partners (AWS, Azure, and Google). We’re seeking an innovator to forge powerful alliances, shape market-leading solution sales initiatives, and accelerate cloud growth worldwide. If you thrive on strategic thinking and collaborative execution, apply now to influence the future of HashiCorp’s cloud partnerships.

About the Role

HashiCorp is seeking a dynamic builder who has the cross functional sales and marketing skills to drive a global go-to-market strategy to accelerate cloud business with AWS. Reporting into th HashiCorp WW Head of Cloud Go-to-Market Strategy, the core objective of the CSP Partner Development Manager is to establish a joint GTM growth strategy and scalable solution sales plays in collaboration with AWS. Responsibilities include joint development of business and activation plans, executive alignment, and attaining AWS led pipeline and marketplace revenue targets.

As a key member of the Global Cloud GTM Strategy team, the Global Cloud Partner Development Manager will have global responsibility for their assigned CSP Partner. The role will include less than 10% travel.

What you’ll do (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

What you’ll need (minimum qualifications)

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

What's nice to have (preferred qualifications)

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

#LI-Remote

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role is:

$124,980—$147,000 USD

The OTE pay range for this role is:

$208,300—$245,000 USD

“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement.”

Required profile