Partner Development Manager
Partner Development Manager
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Job Description
ISV Partner Manager Global GotoMarket
About the team
The Global Strategy Team for Cloud & ISV Partner GotoMarket acts as the dynamic and central hub to incubate and drive HashiCorps global partnership strategy with its key ISV and Cloud partners (Palo Alto Networks AWS Microsoft and Google). Were seeking an innovator to forge powerful alliances shape marketleading solution sales initiatives and accelerate ISV Partner growth worldwide. If you thrive on strategic thinking and collaborative apply now to influence the future of HashiCorps ISV partnerships.
About the Role
HashiCorp is seeking a dynamic builder who has the cross functional technical sales and marketing skills to drive a global gotomarket strategy to accelerate business with HashiCorps key ISV partner Palo Alto Networks. Reporting into the HashiCorp WW Head of Cloud & ISV GotoMarket Strategy the core objective of the Palo Alto Partner Development Manager is to establish a joint GTM growth strategy and scalable solution sales plays in collaboration with Palo Alto. Responsibilities include joint development of business and activation plans executive alignment and attaining ISV led pipeline and revenue targets.
As a key member of the Global Cloud & ISV GTM Strategy team the Global ISV Partner Development Manager will have global responsibility for the Palo Alto partnership. The role will include less than 10 travel.
What youll do (responsibilities)
- Drive Palo Alto cosell pipeline and revenue numbers globally
- Establish and build business plans for Palo Alto that align to sales goal
- Establish repeatable Palo Altofocused 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 Palo Alto partner leadership
- Drive executive alignment and regular partner cadence meetings to build and maintain partner relationships
- Leverage HashiCorps Partner Sales Teams including SI partners with strong Palo Alto expertise to accelerate cosell growth globally
- Continuously work with crossfunctional teams to establish and execute global enablement programs tailored to drive success of joint Palo Alto business plan
- Support Palo Alto MDF plans and budgets for accelerating pipeline
- Monitor and report on sales and partner results based on partner plan KPIs
- Execute QBRs with Palo Alto global leadership
What youll need (minimum qualifications)
- Minimum 7 years experience working with and managing Palo Alto or similar ISV partners
- Deep knowledge of Palo Alto programs and offerings
- Proven track records of sales overperformance
- Existing Palo Alto 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 Palo Alto
- Demonstrated ability to work crossfunctionally
- Must be selfmotivated have strong selfmanagement skills and should demonstrate basic leadership qualities
Whats nice to have (preferred qualifications)
- Track record of building VP level and above relationships with Palo Alto or similar ISV partners
- Technical Sales acumen
#LIRemote
Individual pay within the range will be determined based on job relatedfactors such as skills experience and education or training.
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 crossborder data transfer are available here: link to IBM privacy statement.
Required Experience:
Manager
Employment Type
Full Time
