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Introduction

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

As a Sr. Director, Technical Field Strategy at HashiCorp, you will play a pivotal role in unifying, advancing, and expanding the value of our portfolio and the partnership between our GTM org and our R&D community.

Your primary responsibilities will be leading the technical field strategy team as the primary point of contact representing the GTM organization's needs for solutions that take full advantage of the IBM and Hashicorp products, to ensure the teams are building and aligning with R&D’s vision. The role will require expertise to drive execution unilaterally by:

• Understanding the levers required for customers to transition through our maturity quadrant, driving more value as they mature with us. That may include ease of use, integrations, scaling, upgrading, etc.

• Collaborating closely with PMM on the alignment of the technical fit and positioning of our products as solutions in groupings that allow for a better-together outcome for our customers, ensuring integrations and validated designs are updated to showcase the best practices for customers.

• Working closely with the field advanced solution architects, field CTOs and SE community to Incubate new use cases across our 2 major portfolio segments - Security and Infrastructure, designing and augmenting demos, tech selling decks, and workshops to incorporate the new capabilities for scaling the technical field organization

By working closely with the technical Interlock team, PM, PMM, and Sales, you'll help define and articulate the technical value of new GTM motions via persona-based technical selling decks and associated demos and workshops that focus on driving customer consumption and value realization milestones. These assets will allow increased consistency and scaling across the field technical selling teams, reducing the time to technical win. You will be the executive technical lead representing the field organization within the internal executive and GTM discussions. This role will be tightly aligned with our technical interlock team, ensuring the solutions and roadmap items are in alignment with R&D, the associated Hashicorp Validated Designs, and field-facing customer journey assets.

Expectations for the Role:

You are someone who feels comfortable discussing solutions, outcomes, and business needs at all altitudes. This role is a relationship builder with the technical innovation side of HashiCorp. Your responsibilities involve cross-functional collaboration with customers, sales, WWTFO, customer success, product marketing, product management, and R&D teams. You'll be a vital member of tiger teams, contributing to the development of customer adoption motions, resources, playbooks, demos, and workshops, including internal technical enablement to help scale the SE organization. Ideal candidates will be familiar with significant aspects of business transformation in large organizations, including leadership, change management, technology, operations, security, business case development, and budgeting. In particular, they will be able to help enterprises understand and navigate to a future state of these processes to capitalize on the unique power of the cloud. Your thought leadership will influence strategy and feature prioritization, including the development and ownership of technical product Go-To-Market plans, demos, and workshops across the portfolio.

Required technical and professional expertise

Technical Skills:

• In-depth understanding of DevOps processes, automation, and best practices.

• Expertise in cloud and on-premise infrastructure management, application deployment, and practical security methodologies.

• Proficiency in infrastructure automation and DevOps tooling, with certification in AWS, Azure, or GCP a plus.

• Technical knowledge of HashiCorp’s suite, including Terraform, Vault and Boundary. Familiarity with emerging products like Nomad, Consul, Packer, and Waypoint.

Professional Skills:

• 12+ years of customer-facing roles in enterprise sales with expertise in SaaS solutions and multi-tenant architectures or industry DevOps domain expertise.

• Ability to shape a vision and strategy to help organizations achieve their goals.

• Passionate about positioning how technology can solve business problems.

• Experience positioning solutions relevant to cloud architectures across AWS, GCP, and Azure both internally and externally to executives and decision-makers

• Proven ability to work cross-functionally, representing the technical field organization at the highest levels.

• Portfolio of public-facing materials showcasing authored white papers, blogs, presentations, or training on technical concepts.

• Bachelor’s degree in a technical field required; Master’s or equivalent a plus.

Preferred technical and professional experience

Hiring manager and Recruiter should collaborate to create the relevant verbiage.

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.