Introduction

About the Team

The 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 Role

We’re 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 you’ll 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 products

• Build the high-level partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice ‘how-to’ for field execution

• Direct the framework and vision for partner journey documentation and assets ensuring the foundation of best practice guidance

• Take established field practices, solution sales plays, technical use cases and work with Enablement to tailor the content and messaging for resellers and distributors

• Drive executive alignment and regular partner cadence ensure the voice of the partner is built into strategy

• Leverage HashiCorp/IBM Partner Sales Teams to accelerate growth globally that is inclusive of feedback loops

• Align with the Ecosystem Architects to influence priority of co-branded reference architectures and validated designs

• Build 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 education

High School Diploma/GED

Preferred education

Master's Degree

Required technical and professional expertise

What you’ll need (minimum qualifications)

• 7+ years working with Resellers, Distributors and/or System Integrators

• 5+ years of strategic Go-To-Market ecosystem planning and execution

• Deep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorp’s product suite

• Deep 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 be

• Existing partner relationships/network that is aligned to Cloud, Consumption, SaaS and Automation

• Understand the Cloud Native approach to solutioning utilizing Hyperscaler Marketplaces as a Route-to- Market

• Ability to shape a vision and strategy around product development with the overall business strategy and objectives

• Passionate about positioning how technology can solve business problems

• Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with partners

• Exceptional skills in conveying ideas, providing feedback, and building strong relationships

• Excellent communication skills - written and oral. Ability to communicate complex ideas to an international audience

• Demonstrated ability to work cross-functionally

• Must 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 buildout

• Recognized technical thought leadership (public speaking, blogs, whitepapers, conference talks)

• Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)