Solutions Engineer

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. 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

Imagine being a pivotal force in shaping how enterprises across the globe adopt cloud infrastructure and automation. As a Solutions Engineer, you'll be at the forefront of that transformation - driving technical excellence, providing strategic guidance, and playing a key role in customer success.

The Solutions Engineering team is the trusted technical advisor for HashiCorp's customers. From pre-sales discovery to post-sales adoption, this team ensures customers successfully navigate their journey with HashiCorp's products. What You'll Do (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. In This Role, You Will Be Expected To

• Customer Journey Leadership: Serve as a technical advisor and guide for customer accounts. Take ownership of the customer's technical journey from early discovery through adoption and expansion.
• Build Value-Driven Solutions: Demonstrate the value of HashiCorp's solutions by connecting them to customer business priorities, challenges, and outcomes. Act as a key contributor to technical validation.
• Serve as Trusted Advisor: You will be a trusted advisor to aligned accounts, technical teams, and business stakeholders throughout the customer lifecycle.
• Support Customer Journeys: With guidance from senior peers, assist with the discovery phase, cadence calls, roadmap sessions, and customer office hours.
• Be a Customer Advocate: Facilitate product evaluations, proofs of concept (PoC), and project rollouts to ensure that HashiCorp solutions meet the customer's success criteria.
• Exhibit Strong Communication Skills: You will influence decisions by showcasing your strong communication skills through effective presentations, demos, technical engagements, and workshops.
• Drive Expansion and Adoption: You will seek to expand within current product lines and promote the adoption of multi-product integrated solutions.
• Maintain Technology Expertise: You will establish and maintain a deep understanding of the HashiCorp portfolio, the partner ecosystem, and the competitive landscape.

Master's Degree Required Technical And Professional Expertise

• Language and Location: Fluency in English, French and Spanish
• Experience: 2 to 3 years in a technical pre-sales, solutions engineering or equivalent customer-facing role; practitioners with relevant technical skills are encouraged to apply.
• Technical Expertise: Deep technical understanding of cloud infrastructure, DevOps practices, and multi-cloud operations. Familiarity with automation, orchestration, and security concepts.
• Demonstrated Product Expertise: Proven experience with one or more HashiCorp products (Terraform, Vault, Consul, Nomad) or comparable tools.
• Business Acumen: Capable of aligning technical solutions to customer business objectives and quantifying the impact of HashiCorp solutions on business outcomes.
• Communication Skills: Strong verbal and written communication skills, with an ability to explain technical concepts to non-technical stakeholders.
• Problem-Solving Mindset: An eagerness to tackle challenges and devise creative 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.
• Learning Orientation: A desire to grow technical skills and knowledge of HashiCorp products.

Preferred Technical And Professional Experience

• Knowledge and understanding of key industry certifications (e.g., AWS, Azure, Google Cloud, DevOps).
• Bachelor's degree in Computer Science, Engineering, or related technical field.
• Experience leading Proof of Value (PoV) engagements and scoping technical success criteria.
• Full-stack experience working with the HashiCorp portfolio (Terraform, Vault, Consul, Nomad) or equivalent technologies.