Partner and Alliance Sales Manager

About the Role

HashiCorp Federal Inc. is seeking a dynamic Partner and Alliance manager and builder who has successfully worked cross functionally with the Public Sector team to recruit new Partners and enable current Partners to grow the revenue in the HashiCorp Public Sector market. This individual will report to the President of HashiCorp Federal Inc. and align directly to the HashiCorp Public Sector sales, marketing and engineering team.

• Own and manage relationship(s) with HashiCorp Distribution Partner
• Engage with Public Sector Marketing to utilize Partner MDF for both Distribution and Reseller Partners
• Own and manage the GSA contract and other Public Sector contract vehicles via the HashiCorp Distribution Partner
• Own and manage DoD ESI Prime Contractor engagement, account mapping, enablement, pipeline generation and sales growth
• Manage the HashiCorp Portfolio to all Authorized HashiCorp Resellers that are active into the Public Sector market.
• Work with Public Sector sales leadership to identify and manage key Go-To Market Partners. Establish Business Plans for the key Resellers per management agreement
• Own Alliance relationships with key Industry Solution Providers per Public Sector management direction
• Own and manage the Stateside Support relationship with the dedicated Stateside Support provider. Engage with HashiCorp Support team on all Stateside Support activities, pipeline generation and accounting of the Stateside Support program
• Present Partner and Territory updates at Public Sector QBR's
• Participate in forecast methodology and own Partner deliverables and accountability in the MEDDPICC process and support the sales team during every month and quarter end to ensure a smooth and seamless booking process via the channel
• Create Lead Generation Programs to be driven and led by key Go To Market partners

• Proven track record of Public Sector Partner and Alliance sales performance
• 7-10 years of Public Sector Distribution, Partner and Alliance experience
• Key Public Sector Distribution, Reseller and Alliance network and relationships
• Strategic business and marketing planning capabilities
• Excellent interpersonal skills and proven capacity to build strong relationships and close business with partners
• Demonstrated ability to work cross functionally
• Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities.
• Must be based in the Metro Washington DC area

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