Senior Solutions Architect Specialist, APJ - Customer Adoption



IT, Customer Service
Posted on Tuesday, March 12, 2024

About the Role:

The Solutions Architecture (SA) organization serves as solution subject matter experts, providing technical guidance at strategic points throughout the lifecycle of our partnership with our Customers. As a technical specialist overlay, we collaborate across multiple functions including Sales, Solution Engineering, R&D, Value Engineering, Marketing and Professional Services help clear technical blockers, optimize solution design, and accelerate time-to-value for Customers adopting HashiCorp solutions.

In this role, you will have the opportunity to help shape and execute a strategy to build mindshare and broad use of HashiCorp solutions within our Enterprise and Strategic customer segments. You should have a demonstrated ability to think strategically about business, product, and technical challenges as you help our customers take advantage of the HashiCorp stack to gain operational efficiencies, cost savings, reduce risk and continue to innovate in a multi-cloud world.

As a Senior Solutions Architect (Customer Adoption), you will focus on driving customer success and adoption of HashiCorp solutions. You will serve as a domain expert, providing customers with technical guidance at strategic points during customer journeys with HashiCorp.

What You’ll Do:

  • Collaborate with the account team to develop and execute go-to-market strategies for existing strategic customers.
  • Provide technical expertise and guidance to support customer success and adoption of HashiCorp solutions.
  • Lead initiatives to drive product uptake and value realization, focusing on onboarding, adoption, and renewals.
  • Capture and share best-practice knowledge, sales and delivery content amongst the HashiCorp WWTFO community.
  • Work closely with cross-functional teams, including sales and solutions engineering, to align technical strategies with customer objectives.
  • Participate in workshops, reviews, and presentations to educate internal teams on best practices and customer needs.
  • Proactively identify opportunities to enhance customer value and mitigate risks to renewals.
  • Contribute to the continuous improvement of customer-facing processes and technical motions.
  • This is a customer-facing role. You may be required to travel to client locations to deliver on engagements when needed.

What You'll Need:

  • 7+ years of experience in technical account management, solution engineering, or technical consulting in customer-facing roles.
  • Experience in major transformation efforts involving significant process, organizational and technology change
  • Expertise in two or more technical domains (e.g. System administration, networking, programming, dev ops, security, compute, storage, databases, big data, analytics, etc.)
  • Experience in one or more functional domain (e.g. architecture, operations, technical implementation, consulting)
  • Bachelor's degree in engineering or equivalent experience.
  • Experience creating technical content such as Architectural Blueprints and Recommended Patterns
  • Experience handling and defusing customer objections
  • Ability to work well in a highly-dynamic environment that focuses on providing outstanding Customer service
  • Experience planning projects and leading customers through implementations of highly-technical products
  • Excellent communication skills, with the ability to convey technical concepts effectively.
  • Strong problem-solving abilities, with a focus on delivering value-based outcomes.
  • Demonstrated leadership skills, with experience collaborating with cross-functional teams.
  • Familiarity with HashiCorp products or similar tools is preferred.
  • Ability to thrive in a dynamic, fast-paced environment with a focus on customer satisfaction.
  • Comfortable working collaboratively with account teams and occasional travel as needed.

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be. #LI-Hybrid