Partner Development Manager



Sales & Business Development
Bengaluru, Karnataka, India
Posted on Tuesday, June 4, 2024

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.

The candidate must be able to facilitate and evangelize HashiCorp’s value proposition to the partner, the partner's value proposition to HashCorp’s worldwide field organization, build a joint value proposition to customers and alliances and be a trusted advisor to all.

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 and work with the cloud providers themselves.

Reporting to Senior Director Partners , 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, Cloud Partner Development Leader and Partner Marketing to deliver outcomes from joint plans and develop and grow partners business.

In this role you can expect to:

  • Build commitment, capability, capacity, coverage and cultural alignment with named partners
  • Achieve or exceed all targets, metrics and MBO’s
  • Establish and build joint business plans for focus partners that align to sales/services goals through developing named partners that deliver results
  • 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 and generate incremental revenue
  • Facilitate account mapping, joint account planning and alignment with field sales for joint success
  • Identify joint expansion services pursuits and large transformational services opportunities
  • Work with the PSE and assigned partners to facilitate the development of vertical and horizontal solutions leveraging HashiCorp products
  • Own partner MDF plans and collaborating on budgets with Partner Geo leader for accelerating pipeline
  • Monitor and report on partner capabilities, expansion services opportunities, and partner scorecard
  • Execute and coordinate QBRs with partners including key stakeholders on both sides
  • Manage and drive partner engagement with HashiCorp sales organization

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

  • 10+ years working in the IT industry ideally with modern technology experience
  • Builder, business development, challenger, growth mindset
  • Strategic thinking with ability to roll up sleeves and execute on strategy
  • 5+ 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
  • Knowledge and understanding of Cloud market, SaaS, Consumption Economics, and MRR
  • Ability to create short and long term strategic business plans
  • Knowledge of the top Cloud Service Providers and their partner funding programs
  • 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 and strong stakeholder management
  • Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities
  • Ability to work well in a highly dynamic / team environment that focuses on providing above industry standard customer service
  • Domestic and occasionally international travel 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.