A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. Your Role and Responsibilities Assist as a domain expert and escalation path to progress strategic opportunities across the entire customer journey Establish and maintain an understanding of the overall HashiCorp technology portfolio Be recognized as a specialized domain expert aligned to, and in support of, HashiCorp Vault or Boundary and the competitive landscape Assist in sophisticated technical due diligence activities supporting moments that matter such as Discover, Technical Validation, Onboarding, Consumption, and Optimization Deliver advanced product presentations, demonstrations, evaluations, workshops, and proof‑of‑value sessions to key customer partners Work closely with the aligned Account SE and our customers to help craft their vision/strategy for improving all aspects of application delivery, advise on how to use and adopt HashiCorp products to achieve their objectives, and drive measurable value‑based outcomes Partner with Account Teams to identify and manage customer risks and opportunities as they relate to product adoption, renewal, and expansion Collaborate with HashiCorp Product Management to translate customer business needs into technical solutions and new product requirements Collaborate with HashiCorp Product Management and Product Education to build and manage prescriptive patterns for core and strategic product use cases Act as an educator and advisor to HashiCorp Sales teams, partners, and our customers Help foster an environment for ongoing customer success Required Education Bachelor's Degree Preferred Education Master's Degree Required Technical and Professional Expertise 3+ years experience with solution architecture, sales engineering, or equivalent experience Ability to work well in a highly dynamic environment that focuses on providing outstanding customer service Comfort working remotely and performing well, given a high level of independence and autonomy Outstanding communication – developing and delivering technical content for audiences of varying technical abilities Experience responding to customer objections Experience crafting technical content such as architectural blueprints and recommended patterns Comfort leading discussions with customers to educate and advise on usage and adoption of HashiCorp products to achieve measurable value Experience supporting peers through code review, pairing, and acting as a resource for all team members, sharing technical knowledge and process guidance Deep technical expertise in cloud and on‑premise infrastructure management, application deployment, and practical security methodology Proficiency and experience with concepts and technologies used in software development, operations, security, cloud, microservices, containers, and scheduling platforms With either engineering/operating an infra platform that has its own internal/external customers Experience in major transformation efforts involving significant process, organizational, and technology change Demonstrate a good, solid understanding of at least one cloud provider in your given region (AWS/Azure/GCP certification preferred) Preferred Technical and Professional Experience Deep knowledge of HashiCorp "Secure Products" domain area and how it works together to conceptualize solutions in the given domain area (HashiCorp product certification desired) Demonstrate a solid understanding of at least one cloud provider in your given region (AWS/Azure/GCP certification preferred) Expertise in the field of container orchestration and development (CKA certification preferred) Domestic and occasionally international travel required Location: Berlin, Lower Saxony, Hesse, North Rhine-Westphalia, Baden-Wurttemberg, Hamburg, Bavaria, Germany Work arrangement: Hybrid Employment type: Regular, Position type: Professional Some travel may be required based on business demand. IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. #J-18808-Ljbffr HashiCorp
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