Overview
The Solutions Engineering team is the primary technical advocate for our customers. In the Select Territory, we succeed through high‐velocity, integrated Go‐To‐Market models that we call "Sales Plays". Select Territory clients represent a massive, broad‐market growth engine for us, with deep technology needs. You will orchestrate technical sales motions alongside our Digital Sales teams and Focus Partners to drive revenue conversion, renewals and increase lifetime value across this high‐growth customer base.
Responsibilities
* Act as the technical authority for HashiCorp hybrid/multi‐cloud solutions, targeting Select Territory accounts and digital sales motions.
* Run targeted sales plays, jointly with Focus Partners, to rapidly build pipeline and drive Select Territory conversion and success in ANZ.
* Shadow and guide Focused Partners and their carefully selected Champions during Proof of Values/Proof of Concepts to ensure technical wins.
* Define the needs for partner enablement and drive these requirements to execution through cross‐functional teams, measuring the success of this collaboration and reporting gaps.
* Engage and scale to build technical awareness and adoption across the ANZ Select Territory market through hands‐on, remote and in‐person, customer and one‐to‐many engagements, D.R.Y. digital content, interactive demos, and industry events.
* Scale technical awareness across ANZ through one‐to‐many developer community events, interactive demos, and digital content.
* Drive the adoption‐retention‐expansion‐renewal flywheel, using customer census and telemetry, to ensure products land with immediate value, expand organically. Call out risk, propose mitigations to dedicated cross‐functional teams (e.g. Renewals).
* Act as the primary feedback loop between Select Territory and global product teams to influence roadmaps. Actively drive data‐based and tailored Geo‐level Go‐To‐Market planning through established channels (e.g. QBRs).
Qualifications
* Required Education: Bachelor's Degree.
* Preferred Education: Bachelor's Degree.
* Required Technical & Professional Expertise:
o 5+ years in developer advocacy, technical pre‐sales, or equivalent hands‐on experience in CTO or senior engineering roles.
o Experience scaling developer communities from the ground up and driving product awareness across ANZ.
o Cloud expertise in major cloud providers, specifically in AWS, Azure or Google Cloud, with a history of executing cloud migrations and infrastructure cost optimisation.
o Hands‐on experience with microservices architecture, API‐driven development, and programming languages such as Go and Python.
o Outstanding presentation skills with the ability to deliver keynote sessions, technical workshops, and digital content to massive developer audiences.
* Preferred Technical & Professional Experience:
o HashiCorp portfolio knowledge of existing HashiCorp tools such as Vault, Terraform, Consul, Nomad, or knowledge of the wider tooling ecosystem such as Kubernetes, CI/CD tools, version control systems, logging, and monitoring.
o Experience building technical enablement playbooks for regional partner teams and system integrators.
o Experience with GenAI tooling, ecosystems and challenges.
Equal‐Opportunity Employment
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 the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Job Details
* Job Title: Solutions Engineer – HashiCorp
* Job ID: 108775
* Location: Melbourne, Victoria, Australia
* Work arrangement: Hybrid
* Area of work: Employment type – Regular; Position type – Professional; Some travel may be required based on business demand.
* Company: (0008) IBM Australia Limited
* Shift: General (daytime)
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