Partner Development Manager II



Sales & Business Development
Posted on Friday, June 7, 2024
About the Role
The ideal candidate for this strategic role has demonstrated ability establishing, building and handling relationships with Global System Integrators resulting in accelerated business growth. The core target of the GSI partner manager is to identify GSI solutions practices where HashiCorp solutions can be designed into, sold and supported by a joint GTM framework, specifically Accenture. Responsibilities include collaborating to develop business and activation plans, improving partner skills, coordinating with executives, and achieving targets for GSI led sales and bookings. This candidate must be able to facilitate and evangelize HashiCorp’s value proposition across the GSI organization as well drive confidence of the GSI capabilities and influence across HashiCorp’s worldwide field organization
Reporting to the Sr. Director of Worldwide GSI Partners, the GSI Partner Sales Manager will be a key member of the Partners Sales team and will have global responsibility for their assigned GSI partners.
In this role you can expect to:
  • Own global pipeline and revenue number for assigned partners
  • Handle global GSI relationships
  • Establish and build business plans for GSI partners that align to sales goal
  • Present the HashiCorp portfolio and partner program benefits to partner management
  • Drive account mapping and regional sales meetings to build partner relationships
  • Work with assigned GSIs to support the development of vertical and horizontal solutions demonstrating HashiCorp products
  • Work with Partner Enablement to establish and complete global enablement programs tailored to each GSI
  • Own partner MDF plans and budgets for accelerating end-user pipeline
  • Monitor and report on sales and operational results based on critical metrics.
  • Complete QBRs with focus partners
  • Handle and drive partner collaboration with HashiCorp sales organization for resell, co-sell and services delivery
You may be a good fit for our team if you have:
  • Experience working with and handling GSI partners
  • Deep knowledge of the top Cloud Service Providers and their offerings
  • Confirmed track records of sales over-performance
  • Existing GSI partner relationships and network
  • Strategic business and marketing planning capabilities
  • Impressive interpersonal skills and a validated capacity to build well-developed relationships and close business with partners