Introduction
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.
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Your role and responsibilities
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 Palo Alto co-sell pipeline and revenue numbers globally
Establish and build business plans for Palo Alto that align to sales goal
Establish repeatable Palo Alto-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 Palo Alto 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 Palo Alto expertise to accelerate cosell growth globally
Continuously work with cross-functional teams to establish and execute global enablement programs tailored to drive success of joint Palo Alto business plan
Support Palo Alto MDF plans and budgets for accelerating pipeline
Monitor and report on sales and partner results based on partner plan KPIs
Execute QBR's with Palo Alto global leadership
Required education
None
Preferred education
Bachelor's Degree
Required technical and professional expertise
Minimum 7 years experience working with and managing Palo Alto or similar ISV partners
Deep knowledge of Palo Alto programs and offerings
Proven track records of sales over-performance
Existing Palo Alto 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 Palo Alto
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
Track record of building VP level and above relationships with Palo Alto or similar ISV partners
Technical Sales acumen
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.