Cloud Partner Manager

Hashicorp Csp Partner Development Manager

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

The Global Strategy Team for Cloud Partner Go-to-Market acts as the dynamic and central hub to incubate and drive HashiCorp's global partnership strategy with its key Cloud partners (AWS, Azure, and Google). We're seeking an innovator to forge powerful alliances, shape market-leading solution sales initiatives, and accelerate cloud growth worldwide. If you thrive on strategic thinking and collaborative execution, apply now to influence the future of HashiCorp's cloud partnerships.

About the Role

HashiCorp is seeking a dynamic builder who has the cross-functional sales and marketing skills to drive a global go-to-market strategy to accelerate cloud business with 1-2 of HashiCorp's key Cloud Solution Provider partners (AWS, Azure, Google). Reporting into the HashiCorp WW Head of Cloud Go-to-Market Strategy, the core objective of the CSP Partner Development Manager is to establish a joint GTM growth strategy and scalable solution sales plays in collaboration with the CSP. Responsibilities include joint development of business and activation plans, executive alignment, and attaining CSP led pipeline and marketplace revenue targets. As a key member of the Global Cloud GTM Strategy team, the Global Cloud Partner Development Manager will have global responsibility for their assigned CSP partner(s). The role will include less than 10% travel.

Responsibilities

• Drive CSP pipeline and marketplace revenue numbers globally
• Establish and build business plans for CSP partners that align to sales goal
• Establish repeatable CSP-focused 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 CSP partner leadership
• Drive executive alignment and regular partner cadence meetings to build and maintain partner relationships
• Leverage HashiCorp's Partner Sales Teams including SI partners with strong CSP expertise to accelerate cloud growth globally
• Continuously work with cross-functional teams to establish and execute global enablement programs tailored to drive success of joint CSP business plan
• Support CSP MDF plans and budgets for accelerating end-user pipeline
• Monitor and report on sales and partner results based on partner plan KPIs
• Execute QBR's with CSP global leadership

Required Technical and Professional Expertise

Minimum 7 years experience working with and managing CSP or similar partners

Deep knowledge of CSP programs and offerings, including the cloud marketplaces

Proven track records of sales over-performance

Existing CSP 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 CSP partners

Demonstrated ability to work cross-functionally

Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities

Preferred Technical and Professional Experience

Interest or experience in establishing Generative AI GTM strategy

Track record of building VP level and above relationships with CSP partners

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.