Description

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

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 1-2 of HashiCorp's key Cloud Solution Provider partners (AWS, Azure, Google). Reporting into the 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 the CSP. Responsibilities include joint development of business and activation plans, executive alignment, and attaining CSP 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(s). The role will include less than 10% travel.

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

● Interest or experience in establishing Generative AI GTM strategy

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

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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 500 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

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

Cloud Partner Manager (Go-to-Market)

Date posted

04-Dec-2025

Job ID

77562

City / Township / Village

Bellevue, Austin, San Francisco

State / Province

Texas, Washington, California

Country

United States

Work arrangement

Hybrid

Area of work

Sales

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

127,400.00

Projected Maximum Salary per year

297,200.00

Position type

Professional

Travel required

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

Yes



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