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.

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

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