• 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
• The Solutions Engineering team serves as the primary technical resource and internal advocate for all Customers at HashiCorp
• 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
• Solutions Engineer at HashiCorp, 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
• 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

This is a base + commission role, offering uncapped earning potential tied to sales results

• Bachelor's Degree
• Required technical and professional expertise
• Experience: 5+ years in a Technical Pre-Sales or Sales Engineering role, or equivalent experience - practitioners are appreciated as well
• Customer Engagement: Proven experience with implementing 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 up to 25%, with domestic and occasional international travel required

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

• We consider qualified applicants with criminal histories, consistent with applicable law

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role

Technical Expertise: Proficiency in understanding concepts and technologies in DevOps, Software engineering, Cybersecurity, cloud, microservices, containers, and scheduling platforms

• IBM offers a competitive and comprehensive benefits program
• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs
• IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
• The compensation range and benefits for this position are based on a full-time schedule for a full calendar year
• The salary will vary depending on your job-related skills, experience and location
• Pay increment and frequency of pay will be in accordance with employment classification and applicable laws
• For part time roles, your compensation and benefits will be adjusted to reflect your hours
• Benefits may be pro-rated for those who start working during the calendar year
• This position is eligible for participation in an IBM Sales Incentive plan
• Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change
• The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan

Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you