Brand Technical Specialist (Solutions) - Hashicorp

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

The Solutions team serves as the primary technical resource and internal advocate for all Customers at HashiCorp, an IBM Company (HashiCorp). Through consultative engagement, we identify our Customers’ challenges and business requirements, leveraging our product expertise to propose solutions that meet their needs. As trusted technical advisors, we work closely with our Customers to help them achieve their target outcomes and realize the full value of the HashiCorp solutions they’ve implemented.

You will partner closely with one or more Sales Executives and support the entire Customer journey. This includes pipeline creation, achieving technical wins, onboarding, driving consumption, and ensuring successful renewals. Your expertise and guidance will be crucial in helping Customers unlock the full potential of our solutions and achieve their desired business outcomes. In this role you will be expected to:

• Serve as Trusted Advisor: You will act as a trusted advisor to aligned accounts, technical teams, and business stakeholders throughout the customer lifecycle.


• Exhibit Strong Communication Skills: You will influence decisions through effective presentations, demos, technical engagements, and workshops, showcasing your strong communication skills.


• Understand the Customer’s Journey: You will guide customers through a value realization journey aligned to their strategic priorities, designing technical and business-focused solutions that drive adoption and growth.


• Prove Business Value: You will demonstrate the business value of HashiCorp solutions in solving the customer’s business problems and driving their target outcomes.


• Contribute to Customer Success: You will regularly participate in activities such as customer QBRs, cadence calls, customer office hours, and advanced roadmap sessions.


• Drive Expansion and Adoption: You will seek to drive expansion within current product lines and promote the adoption of multi-product integrated solutions.


• Partner with Cross-Functional Teams: You will collaborate with teams such as Solutions Architecture, Customer Success, Professional Services, Product Management, and Engineering to ensure success throughout the customer journey.


• Provide Authoritative Guidance: You will offer authoritative guidance on DevOps concepts, leveraging your strong skills in infrastructure architecture, cloud, IT operations, security, and development technologies and processes.


• Maintain Technology Expertise: You will establish and maintain a deep understanding of the HashiCorp portfolio, the partner ecosystem, and the competitive landscape.

• 3+ years in a Technical Pre-Sales or Sales Engineering role, or equivalent experience - practitioners are appreciated as well.


• Technical Expertise: Proficiency in concepts and technologies in DevOps, IT operations, security, cloud, microservices, containers, and scheduling platforms.


• Customer Engagement: Proven experience with implementing/designing software products or solutions in large and dynamic enterprise companies.


• Communication Skills: Excellent verbal and written communication skills, with the ability to effectively convey complex technical concepts to diverse audiences.


• Problem-Solving Skills: Demonstrated ability to analyze complex technical problems and develop innovative solutions.


• Collaboration: Experience working well in a highly dynamic team environment that focuses on providing above industry standard customer service. Proven ability to work cross-functionally with teams such as Product Management, Engineering, and Customer Success.


• Travel: Ability to travel as needed, with domestic and occasional international travel required.

• Knowledge of HashiCorp Tools: Knowledge of, and experience with, any of the tools in the HashiCorp portfolio.


• Technical Certifications: Relevant technical certifications (e.G., AWS, Azure, Google Cloud, DevOps) are a plus.


• Education: Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent practical experience.

IBM is committed to creating a diverse environment and 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.