Senior Director, Channel

San Francisco, CA

Cloud Service Provider (CSP) Channel Sales Leader

As the CSP leader, you will be responsible for executing a business development strategy with our strategic CSP partners at a global scale. This role is responsible for developing our strategic go-to-market, key CSP key sales play alignment with HashiCorp sales plays and executive relationships with our Tier One CSPs (Microsoft Azure, Amazon (AWS) and Google (GCP)) as a primary focus with additional cloud partners joining the portfolio as co-sell agreements are executed.  This leadership position is a player coach role in which a team of CSP channel managers will be hired globally and aligned to specific CSPs.

 You will be responsible for developing strategic “sell with” and “partner sourced” revenue goals and driving partner success against those goals. You will represent HashiCorp as the Global CSP leader for our joint business development planning process with partners that develop mutual performance objectives, targets, and critical milestones. You will have the responsibility to deliver on our strategy to build mindshare and adoption of HashiCorp across strategic partnerships.

 By cultivating and establishing technical, sales and executive relationships you will be responsible for the overall on-boarding, enablement, engagement, account mapping and overall business plan with these partners.  You will manage the day-to-day interactions with these CSP partnerships and work closely with regional sales, channel and GSI managers to drive top line revenue growth and overall customer adoption across the global 2K markets segment. 

The ideal candidate will possess both a business background that enables the candidate to engage at the CXO level, as well as a sales background that enables them to easily interact with customers and sales/field reps. The candidate should also have a demonstrated ability to think strategically about business, product, solutions and technical challenges, with the ability to build and convey compelling value propositions.

Specific Responsibilities:

  • Develop a deep understanding of the assigned partners business strategy
  • Build specific and measurable growth initiatives that align to the partner business strategy
  • Own and increase partner driven sales revenue for HashiCorp
  • Run Quarterly Business Reviews (QBRs)
  • Joint account mapping and pipeline review/forecast
  • Sales play integration and win reporting process
  • Lead field engagement and partner enablement
  • Develop field partner marketing plan with partner marketing organization
  • Recruit and manager new CSP channel managers (based on partner growth)

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


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