Sr. Director, Channel

San Francisco, CA

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 tools to ease these decisions by presenting solutions that span the gaps. Our tools manage both physical machines and virtual machines, Windows, Linux, SaaS and IaaS, etc.

About the Role

As the Global System Integrator (GSI) leader, you will be responsible for executing a business development strategy with our strategic System Integrator partners at a global scale. This role is responsible for developing our strategic go-to-market, key GSI service line alignment with HashiCorp sales plays and executive relationships with our Tier One GSIs (Accenture, Cap Gemini) as a primary focus with a secondary focus with Tier Two additional GSI partnerships. This leadership position is a player coach role in which additional GSI managers will be hired under this leader as our Tier One GSI business grows.

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 SI 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. Your responsibilities will include driving executive and field relationships with leading professional solutions and services firms.

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 GSI partnerships and work closely with regional sales, channel and cloud partner 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
  • Delivery service line adoption and sales play integration
  • Lead field engagement and partner enablement (including training, accreditation and certification)
  • Develop partner marketing plan with partner marketing organization
  • Recruit and manager new GSI sales 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. #LI-DM1

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Do you believe you'd be a great fit for this role, but the description above doesn't quite match your skills or experience? We'd still like to hear from you.

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