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

This role is a strategic program leadership position focused on shaping the future of HashiCorp’s

partner ecosystem, distinct from a traditional Channel Sales Leader. You’ll lead the worldwide

team, a small, high-impact group while execution is driven by the Geo Leaders. In this role,

you’ll drive the strategic redesign of the partner go-to-market model, align ecosystem partners

with IBM’s SaaS and cloud-native vision, and architect programs that generate indirect revenue

and mutual value. Ideal for a channel expert with a strategic mindset and strong cross-

functional collaboration skills, you'll help scale partner-led growth through thoughtful program

design and enablement.

What you'll do

Strategic Redesign of Channel GTM

• Assess the Current State: Evaluate existing channel performance and alignment with

IBM segments.

• Redefine Partner Types: Segment partners by role (e.g., fulfillment, influence, co-sell,

embedded IP), vertical specialization, or geo-focus.

Ecosystem Development

• Identify Channel types (e.g., cloud hyperscaler marketplaces, ISVs, CSPs ) relevant to

modern SaaS or cloud-native solutions.

• Form strategic alliances or co-sell motions with ecosystem players to expand reach and

drive mutual value.

Channel Program Architecture

• Review and connect HashiCorp partners with IBM Partner+ (structure, onboarding,

certifications, co-marketing, deal registration).

• Align incentives with the desired partner behavior (e.g., new logo acquisition, ARR

growth, renewals).

Cross-Functional Collaboration

• Work tightly with Sales, Marketing, Product, and Customer Success to ensure the

redesigned GtM aligns with company goals.

• Translate corporate strategy into partner motions and field-executable plays.

• Build the partner enablement framework: training, collateral, sales plays, tools.

Required education

Bachelor's Degree

Required technical and professional expertise

· Strategic mindset with operational execution capability

· Ability to navigate organizational change and drive cross-functional alignment

· Deep understanding of software sales and SaaS economics

· Strong data orientation for measuring and optimizing partner performance

· Expertise in channel models, partner dynamics, and indirect revenue generation

Preferred technical and professional experience

· Experience specifically with IBM Partner+ or familiarity with large tech ecosystems

· Background in cloud-native or open-source technologies

· Knowledge of cloud marketplaces (e.g., AWS, Azure, GCP) and their partner ecosystems

· Previous leadership of a small, global, high-impact team

· Hands-on experience building partner enablement tools or training frameworks

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

OTHER RELEVANT JOB DETAILS

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.

This job is no longer accepting applications

See open jobs at IBM.See open jobs similar to "Sr. Engineer" WCT-FCT.

See more open positions at IBM

Privacy policy Cookie policy