GSI Partner Development Manager - HashiCorp

The ideal candidate for this strategic role will have a proven experience establishing, building and handling relationships with Global System Integrators resulting in accelerated business growth. The core objective 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, including Accenture. Responsibilities include joint development of business and activation plans, partner capability development, executive alignment, and attaining GSI led pipeline and bookings targets. The 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 Partners Sales EMEA, 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 EMEA pipeline and revenue numbers for assigned partners & lead 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 leadership
• Drive account mapping and regional sales meetings to build partner relationships
• Identify joint pursuits and large groundbreaking opportunities
• Work with assigned GSIs to support the development of vertical and horizontal solutions using HashiCorp products
• Work with Partner Enablement to establish and implement 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
• Lead and drive partner engagement 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
• Excellent interpersonal skills and a confirmed capacity to build positive relationships and close business with partners
• Proven ability to work cross-functionally
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities