About HashiCorp

HashiCorp is a once-in-a-generation company helping organizations operate in the cloud.

Our suite of multi-cloud infrastructure automation products — all with open source projects at their core — underpin the most important applications for the largest enterprises in the world.

As part of the once-in-a-generation shift to the cloud, organizations of all sizes, from well-known brands to ambitious start-ups, rely on our solutions to provision, secure, connect, and run their business-critical applications so they can deliver essential services, communications tools, and entertainment platforms worldwide.

We’re building a unique software infrastructure company with a different approach: rather than focusing solely on technologies, we build the workflows designed to solve the real-world problems of IT operators working with multi-cloud environments. We have open source and commercial offerings. Our products are downloaded by IT practitioners more than 100 million times a year.

About the role

The Partner Development Manager (PDM) is an important and strategic role with responsibility for achieving or exceeding performance metrics including revenue, pipeline, new business and services delivered through development and management of a portfolio of partners.

Experience of having built partnerships from scratch that delivered hyper growth results based on the opportunity in the market is important.

Results to be achieved by facilitating strong planning sessions that capture joint goals, a strategy to achieve them and focused execution. Plans to include measurable outcomes, practice development, technical enablement, services capability development, business development, demand generation and executive alignment with regular stakeholder management and reviews. PDM to leverage joint alliances and partnerships with local and Global System Integration Partners, Hyper-scalers/cloud services providers (AWS, Microsoft and Google) and other technology alliance programs.

A solid understanding of the cloud market and the challenges customers face with cloud adoption is important as PDM’s need to both influence and advise the partner on how to modernize and mature their cloud practices to be enterprise and multi-cloud ready by reviewing and influencing cloud adoption frameworks.

Reporting to the Senior Director, Partners in EMEA, the PDM will be a key member of the extended Partner team and will have geo responsibility for their assigned partners. Building a strong collaborative environment with Partner Sales Engineering (PSE) and Marketing to deliver outcomes from joint plans and develop and grow partners business.

Responsibilities

• Building commitment, capability, capacity, coverage and cultural alignment with named partners
• Establish and build joint business plans for focus partners that align to sales/services goals through developing named partners
• Build trusted relationships at all levels, facilitate executive alignment and commitment with partner and HashiCorp that deliver results
• Business development through creation of sales plays and programmatic approaches that connect HashiCorp portfolio with partners IP
• Facilitate account mapping, joint account planning and alignment with field sales for joint success
• Identify joint expansion services pursuits and large transformational services opportunities
• Own partner MDF plans and collaborating on budgets with Partner Geo leader for accelerating pipeline
• Manage and drive partner engagement with HashiCorp sales organization

Requirements

• Builder, business development, challenger, growth mindset
• Strategic thinking with ability to roll up sleeves and execute on strategy
• 3+ years of experience developing partnerships
• Cloud knowledge including benefits and challenges customers face with cloud adoption
• Enterprise solution selling experience where services is critical to customer outcomes
• Excellent interpersonal skills and a proven capacity to build strong relationships and close business with partners
• Demonstrated ability to work cross-functionally and strong stakeholder management
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities
• Domestic and occasionally international travel required

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