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Director, Business Development and Partnerships

Hazelcast

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Location:
United States

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Category:
Sales

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Contract Type:
Not provided

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Salary:

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Job Description:

We are looking for a foundational leader to shape how Hazelcast goes to market through partners. At a pivotal stage of our growth, you will define and execute our global ecosystem strategy—identifying the right partners, designing effective routes to market, and building the initial partnerships that materially expand our pipeline and strategic reach.

Job Responsibility:

  • 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:

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

Additional Information:

Job Posted:
February 20, 2026

Employment Type:
Fulltime
Work Type:
Remote work
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