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Hazelcast · 1 day ago

Director, Business Development and Partnerships

United States

Full-time

Remote

Director/Executive

10+ years exp

Hazelcast is seeking a foundational leader for their Business Development and Partnerships team. This role involves defining and executing the global ecosystem strategy, building partnerships, and driving measurable commercial impact through strategic partner engagements.

Cloud ComputingCloud Data ServicesData StorageEnterprise SoftwareOpen SourceSoftware

Work & Life Balance

Responsibilities

Design Hazelcast’s global partner strategy from the ground up, defining partner archetypes (GSI, Regional SI, OEM, Cloud, VAR) and use-case-specific GTM motions (e.g., BFSI, payments, real-time analytics)

Develop and present clear, data-backed recommendations for approval to the CEO and executive team, whilst defining success metrics, economic models, and investment tradeoffs for the partnerships function

Personally source, negotiate, and close foundational partnerships with Strategic GSIs, consulting partners, and key technology alliances

Own early-stage partner economics, including margin structures, referral/resale models, and joint solution packaging

Build and execute joint GTM plans, including target account mapping, joint solution narratives, and field enablement for both Hazelcast Sales Directors and partner sellers

Accountable for Partner-sourced pipeline, Partner-influenced ACV, Time-to-first-deal per partner and act as a deal quarterback on strategic partner-led opportunities

Work cross-functionally with Sales leadership on rules of engagement, and with Product, Engineering, and Marketing (partner messaging, co-marketing, events) to execute the partner-driven roadmap and strategy

Once the motion is proven, you will hire, build, and scale the global partnerships team

Qualification

Business DevelopmentStrategic PartnershipsComplex Deal NegotiationTechnical FluencyGlobal Market ExperienceExecutive PresenceCommercial JudgmentTeam Building