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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 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. 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.

Required education
None
Preferred education
None
Required technical and professional expertise

● Experience: 4+ years in a Technical Pre-Sales or Sales Engineering role, or equivalent

experience - practitioners are appreciated as well.

● Technical Expertise: Proficiency in understanding concepts and technologies in

DevOps, IT operations, security, cloud, microservices, containers, and scheduling

platforms.

● 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 as needed, with domestic and occasional international travel

required.

● Fluent Japanese language skill is a must.

● Business Proficiency level of English is preferred.

Preferred technical and professional experience

● 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.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.


Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. 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.


Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.


Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. 


At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

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, 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.


OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.