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Senior Partner Development Manager

United States - Chicago, Illinois (Remote)

About HashiCorp

HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business. 

About the Role

The ideal candidate for this strategic role has minimum 10 years experience establishing, building and managing relationships with Global System Integrators resulting in accelerated business growth.  The core objective of the GSI partner manager is to identify GSI solutions practices where HashiCorp solutions can be designed into, sold and supported by a joint GTM framework, specifically Accenture.  Responsibilities include joint development of business and activation plans, partner capability development, executive alignment, and attaining GSI led pipeline and bookings targets.  This candidate must be able to facilitate and evangelize HashiCorp’s value proposition across the GSI organization as well drive confidence of the GSI cpababilities and influence across HashiCorp’s worldwide field organization

Reporting to the Sr. Director of Worldwide GSI Partners, the GSI Partner Sales Manager will be a key member of the Partners Sales team and will have global responsibility for their assigned GSI partners.

In this role you can expect to:

  • Own global pipeline and revenue number for assigned partners
  • Manage global GSI relationships 
  • Establish and build business plans for GSI partners that align to sales goal
  • Present the HashiCorp portfolio and partner program benefits to partner leadership
  • Drive account mapping and regional sales meetings to build partner relationships
  • Work with assigned GSIs to support the development of vertical and horizontal solutions leveraging HashiCorp products
  • Work with Partner Enablement to establish and execute global enablement programs tailored to each GSI
  • Own partner MDF plans and budgets for accelerating end-user pipeline
  • Monitor and report on sales and operational results based on KPIs.
  • Execute QBRs with focus partners 
  • Manage and drive partner engagement with HashiCorp sales organization for resell, co-sell and services delivery

You may be a good fit for our team if you have:

  • Experience working with and managing GSI partners
  • Deep knowledge of the top Cloud Service Providers and their offerings
  • Proven track records of sales over-performance
  • Existing GSI partner relationships and network
  • Strategic business and marketing planning capabilities
  • Excellent interpersonal skills and a proven capacity to build strong relationships and close business with partners
  • Demonstrated ability to work cross-functionally
  • Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities
  • Bachelor’s degree or equivalent required 

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.  #LI-AS1



Benefits at HashiCorp

Note: some benefits may differ from one country to another.