Sales Partner Development Manager Professional Multiple Cities

Avature; California (MO); Remote; USD 173,000 - 221,000; Full time

Job summary

Join a dynamic team at a leading technology firm where you will drive cloud growth and partnerships with major CSPs. This role focuses on strategic sales initiatives and collaborative execution to enhance cloud solutions. You'll influence the future of cloud partnerships and play a key role in establishing joint go-to-market strategies. If you are an innovator with a passion for technology and a track record in partner management, this is your chance to make a significant impact in a fast-paced environment. Embrace the opportunity to shape the cloud landscape and grow your career in an inclusive and supportive workplace.

Benefits

Healthcare benefits

401(k) plan

Employee Stock Purchase Plan

Generous paid time off

Training and educational resources

Diverse employee resource groups

Discounts on retail products

Qualifications

• 7+ years experience managing CSP partners.
• Deep knowledge of cloud marketplaces and partner programs.

Responsibilities

• Drive global CSP pipeline and revenue growth.
• Establish business plans aligning with sales goals.
• Build and maintain partner relationships.

Skills

CSP Partner Management

Sales Strategy Development

Interpersonal Skills

Cross-Functional Collaboration

Strategic Business Planning

Education

High School Diploma/GED

Bachelor's Degree

Job description

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 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 AWS. Reporting into th 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 AWS. Responsibilities include joint development of business and activation plans, executive alignment, and attaining AWS 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. 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

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

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

Experience working with and managing AWS as a strategic partner

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

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.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

Job Title

Partner Development Manager

Date posted

07-May-2025

Job ID

26940

City / Township / Village

State / Province

California

Country

United States

Work arrangement

Remote

Area of work

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

173,794.00

Projected Maximum Salary per year

220,139.00

Position type

Professional

Up to 20% or 1 day a week

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?