WW Ecosystem Business Strategist

Introduction 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 establish a Go-To-Market growth strategy for Resellers, Distributors and System Integrators. This role will work closely with Product Management, Product Marketing, Ecosystem Architects and the Technical Field Organization to translate core sales plays and technical use cases into repeatable playbooks for our partners. These asset packages will then be delivered to our HashiCorp Activation field team to regionalize and influence execution across the wider IBM sales teams. Excellence in this role looks like building an effective motion that is adopted by our Resellers, Distributors and System Integrators 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 Partnerships Your role and responsibilities What youu2019ll do (responsibilities)As the Ecosystem Business Strategist, you will:Be responsible for building the end-to-end golden standard for how Resellers, Distributors and System Integrators can build a HashiCorp practice to drive not only resell business but also services that drive adoption and consumption of sold productsBuild the high-level partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice u2018how-tou2019 for field executionDirect the framework and vision for partner journey documentation and assets ensuring the foundation of best practice guidanceTake established field practices, solution sales plays, technical use cases and work with Enablement to tailor the content and messaging for resellers and distributorsDrive executive alignment and regular partner cadence ensure the voice of the partner is built into strategyLeverage HashiCorp/IBM Partner Sales Teams to accelerate growth globally that is inclusive of feedback loopsAlign 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 strategic Go-To-Market ecosystem planning and executionDeep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorpu2019s product suiteDeep understanding of partner sales and technical journeys, their lines of businesses and operational development, partner processes, tools and responsibilities - to provide clear direction of what the end state of our strategy should beExisting partner relationships/network that is aligned to Cloud, Consumption, SaaS and AutomationUnderstand the Cloud Native approach to solutioning utilizing Hyperscaler Marketplaces as a Route-to- MarketAbility to shape a vision and strategy around product development with the overall business strategy and objectivesPassionate about positioning how technology can solve business problemsExcellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with partnersExceptional skills in conveying ideas, providing feedback, and building strong relationshipsExcellent communication skills - written and oral. Ability to communicate complex ideas to an international audienceDemonstrated ability to work cross-functionallyMust be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities - be ready to move fast and hit the ground running without compromising execution excellence Preferred technical and professional experience What's nice to have (preferred qualifications)Familiarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)Prior experience in a Partner Go-To-Market Strategy, Partner Solutions Engineering, Partner Sales or Services buildoutRecognized technical thought leadership (public speaking, blogs, whitepapers, conference talks)Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)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: 2026-03-16