Introduction

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.

Your role and 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).

• Acting 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)

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

We are seeking candidates with deep technical expertise and highly tuned one-to-many communication skills.

• Experience of 5+ years in developer advocacy, technical pre-sales, or equivalent hands-on experience in CTO or senior engineering roles.

• Community and Scale with a proven track record of scaling developer communities from the ground up and driving product awareness across ANZ.

• Cloud expertise in major cloud providers, specifically in AWS, Azure or Google Cloud, with a history of executing cloud migrations and infrastructure cost optimisation.

• Application Modernisation via hands-on experience with microservices architecture, API-driven development, and programming languages such as Go and Python.

• Communication and Influence showing outstanding presentation skills with the ability to deliver keynote sessions, technical workshops, and digital content to massive developer audiences.

Preferred technical and professional experience

• 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.

• Ecosystems experience building technical enablement playbooks for regional partner teams and system integrators.

• Experience with GenAI tooling, ecosystems and challenges.