Hazelcast

Director, Business Development – Partnerships

Hazelcast

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

Tech Stack

CloudDistributed Systems

About the role

  • - **Strategy Development:** 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).
  • - **Executive Alignment:** 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
  • - **Partner Acquisition:** Personally source, negotiate, and close foundational partnerships with Strategic GSIs, consulting partners, and key technology alliances.
  • - **Deal Formation:** Own early-stage partner economics, including margin structures, referral/resale models, and joint solution packaging.
  • - **GTM Execution:** Build and execute joint GTM plans, including target account mapping, joint solution narratives, and field enablement for both Hazelcast Sales Directors and partner sellers.
  • - **Revenue Impact:** 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
  • - **Internal Collaboration:** 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.
  • - **Team Building:** Once the motion is proven, you will hire, build, and scale the global partnerships team.

Requirements

  • - **Experience:** 10–15+ years in Business Development, Strategic Partnerships, or Alliances within the enterprise software space.
  • - **The "Build" Mindset:** A demonstrated track record of creating (not just inheriting) partner strategies and programs.
  • - **Complex Deal Savvy:** Proven ability to source, negotiate, and close complex, multi-party enterprise deals and OEM distribution opportunities.
  • - **Technical Fluency:** Experience with complex, infrastructure-level technologies (distributed systems, data streaming, or in-memory computing) is strongly preferred.
  • - **Commercial Judgment:** Strong instincts for designing economic models that drive partner motivation while protecting company margins.
  • - **Executive Presence:** Comfortable operating at the CEO and Board level, with the ability to present data-backed recommendations.
  • - **Global Perspective:** Experience operating in global markets with high cultural fluency.
Benefits
  • - Unlimited PTO
  • - Medical/Dental/Vision Insurance
  • - HSA/FSA
  • - Basic & Supplemental Life & AD&D insurance
  • - Short & Long-term Disability Insurance
  • - 401k
  • - EAP (Employee Assistance Program)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
business developmentstrategic partnershipsalliancespartner strategynegotiationdeal formationGTM executioneconomic modelsdata streamingin-memory computing
Soft skills
executive presencecommercial judgmentteam buildingcross-functional collaborationglobal perspectivecomplex deal savvydata-backed recommendationspartner motivationcultural fluencyleadership