Cloud Partner Manager, Global Go-to-Market (Palo Alto Partnership role)

About the team

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

About the Role

HashiCorp is seeking a dynamic builder who has the cross functional technical sales and marketing skills to drive a global go-to-market strategy to accelerate business with HashiCorp’s key ISV partner Palo Alto Networks.  Reporting into the HashiCorp WW Head of Cloud & ISV Go-to-Market Strategy, the core objective of the Palo Alto Partner Development Manager is to establish a joint GTM growth strategy and scalable solution sales plays in collaboration with Palo Alto. Responsibilities include joint development of business and activation plans, executive alignment, and attaining ISV led pipeline and revenue targets.

As a key member of the Global Cloud & ISV GTM Strategy team, the Global ISV Partner Development Manager will have global responsibility for the Palo Alto partnership. The role will include less than 10% travel

What you’ll do (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

What you’ll need (minimum qualifications) 

• 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

What's nice to have (preferred qualifications)

• Experience working with and managing Palo Alto as a strategic partner
• Track record of building VP level and above relationships with CSP partners

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