HashiCorp Ecosystem Technical Strategist

Introduction At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, youu2019ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. Youu2019ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team thatu2019s passionate about driving innovation and making a difference. Your role and responsibilities About the TeamThe Ecosystem Strategy team is a new global team at HashiCorp focused on the Go-To-Market development for our network of Resellers, Distributors, Regional System Integrators and Global System Integrators. The team is the centralized hub that shapes our ecosystem execution through the HashiCorp Subject Matter Expert(SME) Activation team, the IBM Execution team and to our extended Partner Network.About the RoleWeu2019re seeking an innovator to build the strategy for the defined routes to market, to translate market-leading solution sales plays for partners, and accelerate partner growth worldwide.Reporting into the HashiCorp WW Head of Ecosystem Go-to-Market Strategy, the core objective of the role is to drive the technical aspects of establishing a Go-To-Market growth strategy. This role will work closely with the Technical Field Organization, Ecosystem Architects, Product Management, and Product Marketing to translate core sales plays and technical use cases into repeatable playbooks for our partners. As the technical leader, you deeply understand a partneru2019s technical landscape and can articulate how HashiCorp products drive their business success. You also broadly influence the strategic direction of HashiCorp in the IBM Ecosystem through participation in webinars, speaking events, round tables, to drive the HashiCorp business into the wider IBM ecosystem. Dynamic communication and presentation skills amongst varied audiences of both business and technology leaders are essential for success in this role. Excellence in this role looks like building an effective motion that is adopted by our resellers and distributors to not only understand the value Hashicorp brings to their portfolio of offerings, but to ensure they drive customer acquisition, adoption and consumption.If you thrive in an environment where strategic thinking and collaboration are critical to success, apply now to influence the future of HashiCorps Ecosystem PartnershipsWhat youu2019ll do (responsibilities)As the Ecosystem Technical Strategist, you will:Understand the partner technical journey, processes, tools, roles and responsibilities to provide a clear direction of what the end state should beBuild the partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice u2018how-tou2019 for field executionValidate and contribute to technical materials, standard methodologies, etc., based on field experience to continuously up-level and enable our partnersUnderstand partner's technical, people, and process needs, and articulate how HashiCorp's products can meet those needs for their enterpriseBe the technical lead, driving interaction between Technical Field Organization, Ecosystem Architects, Product Management, and Product Marketing teams, ensuring our overall priorities are deliveredAct as a technical lead and trusted advisor to accelerate the HashiCorp Partner Activation team by communicating a unified vision and to collaborating through thought leadershipEducate, mentor, and promote upskilling within the HashiCorp Activation teamAlign with the Ecosystem Architects to influence priority of co-branded reference architectures and validated designsBuild bridges between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one IBM team Required technical and professional expertise What youu2019ll need (minimum qualifications)7+ years working with Resellers, Distributors and/or System Integrators5+ years of customer facing roles in enterprise technical salesMust have demonstrable technical sales experience preferably in channel sellingDeep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorpu2019s product suiteFamiliarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)Are a well-rounded SME with technical depth in cloud automation, DevOps, and securitySome cross-functional experience in Sales Engineering, Product Marketing, or Product ManagementRelevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)Ability to shape a vision and strategy around the overall business strategy and objectivesHave recent industry experience and deep technical background in DevOps & infrastructure automation toolingCan understand and communicate the value proposition of strategic and tactical solutions for complex enterprise use casesCan participate in dynamic conversations around sales mechanics that will enable you to influence key stakeholders positivelyHave the ability to act as an industry thought leader in both partner meetings and public settingsExcellent communication skills - written and oral. Ability to communicate complex ideas to an international audienceEnjoy speaking in front of crowds, from small to very large, virtualPassionate about positioning how technology can solve business problems.Exceptional skills in conveying ideas, providing feedback, and building strong relationships Preferred technical and professional experience u2022 Additional IBM Technology Knowledge: Familiarity with various IBM Technology offerings and ability to identify opportunities for growth and expansion. u2022 Industry Insights: Understanding of industry trends and market dynamics, enabling informed joint business planning and growth strategy development. u2022 Partner Ecosystem Awareness: Knowledge of the partner ecosystem and ability to navigate complex partner relationships and networks.IBM is committed to creating a diverse environment and 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.

Created: 2026-01-26