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, you’ll 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. You’ll 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 that’s passionate about driving innovation and making a difference.

Your role and responsibilities

As a Brand Technical Specialist, you will be the subject matter expert on HashiCorp for our Ecosystem partners – VARs, VADs, SIs, Tech Alliances and CSPs. You will take on the role of the main point of contact that will articulate the value proposition of the HashiCorp portfolio and bring technical knowledge to the ecosystem. You will partner closely with the HashiCorp Worldwide Ecosystem Strategy team and your local regional sales leaders to establish a GTM playbook – offerings and value propositions and customize it for various markets in your region. You will also partner closely with the IBM Ecosystem Sales team by enabling and training them on HashiCorp products and their value propositions. Concurrently you will work to bring the IBM Ecosystem team up to speed with the latest value propositions for HashiCorp, while activating and further building existing and new IBM partner’s HashiCorp practices.
After a successful first year in this role, you will have accomplished the following:

• Delivered on the overall ACV bookings and revenue targets for your region
• Grown the resale and distribution of HashiCorp products through the partner ecosystem
• Grown bookings and revenue transacted through CSP marketplaces (AWS, Azure, and Google)
• Delivered technical enablement and business value proposition enablement for the IBM Ecosystem sales team
• Activated and grown HashiCorp resell and services practices within key partners

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Extensive Technical Knowledge: Experience with leveraging current product capabilities to design viable client solutions, and providing input to product teams for solutions refinement.

• Technical Proof Points Development: Experience in creating and delivering technical proof points through technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, Proposals, and MVPs.

• Platform and Product Expertise: Experience with maintaining strong platform and product knowledge, articulating the value proposition/ROI, and understanding the competitive landscape.

• Customized Sales Approaches: Experience in developing customized experiential selling approaches, utilizing a "show me, don't tell me" approach to drive sales opportunities.

• Product Team Collaboration: Experience with providing input to product teams for solutions refinement, ensuring that client solutions are aligned with product capabilities.

Preferred technical and professional experience

• Advanced Technical Knowledge: Experience with designing and implementing complex client solutions, leveraging current product capabilities, and providing input to product teams for solutions refinement.

• Technical Accelerator Development: Experience in creating and delivering technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, Proposals, and MVPs, to drive sales opportunities.

• Competitive Landscape Analysis: Experience with analyzing the competitive landscape, articulating the value proposition/ROI, and understanding market trends to inform sales strategies.