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.

A career in IBM Software means you'll be part of a team that transforms our customers' challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native, and hybrid software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team advocating for lifecycle management of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

As a Public Sector/Federal Pre-Sales Solutions Engineer at HashiCorp, an IBM company, you will work in a high-performance team environment to drive business development, opportunity demand creation, sales, revenue attainment, territory growth, and customer success by providing pre-sales technical expertise to meet and exceed customer challenges, issues, and objectives. The Fed pre-sales SE’s primary objective is to associate HashiCorp technical value to address and solve customer challenges with a principal focus on driving hybrid/multi-cloud solutions, Fed DevSecOps initiatives, rapid mission/application deployments, specifically in the context of multiple technical and executive audiences.
* Lead as a domain expert in hybrid/multi-cloud solutions for the Federal sales team and technical advisor on strategic client relationships in Federal accounts
* Lead pre-sales technical and sales activities, including technical discovery, technical value proposition, architectural guidance, solution advocacy, sales campaign support and ongoing client relationships
* Ability to provide expert guidance on hybrid/multi-cloud and DevSecOps concepts and solutions with strong skill sets in Federal IT Enterprise infrastructure architecture, cloud, IT operations, security, and development technologies and processes
* Establish and maintain a deep understanding of the overall HashiCorp technology portfolio and the competitive landscape
* Help foster an environment for ongoing strategic customer success
* Work closely with key client executive decision makers on product evaluations and proof of concept projects to ensure the solutions/products meet client objectives
* Clear understanding of Federal operational environments, regulatory requirements, and mission deployment objectives and challenges
* Actively assist other Sales teams in pre-sales technical, sales, initiatives, and efforts

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

● A strong desire to learn and teach new technologies, a passion for transforming the mission of those who protect, serve, and educate, and an enjoyment of working in a dynamic team environment.

● Curiosity and commitment to solving complex problems in a modern, dynamic IT environment, and a solution-oriented, growth mindset.

● 5+ years technical pre-sales / Sales Engineering or equivalent experience - practitioners with customer-facing experience are welcome (Federal/Public Sector experience preferred)

● Proficiency in understanding and effectively articulating concepts, technologies, and value, in hybrid/multi-cloud, DevSecOps, IT operations, security, cloud adoption, microservices, containers, Enterprise to Edge, and orchestration/scheduling platforms

● Proficiency and/or knowledge of existing HashiCorp tools such as Terraform, Vault, Consul, Nomad, Boundary, Packer, and others

● Experience with implementing software products, cloud-based applications, or solutions in large and dynamic Federal enterprise environments

● Ability to take initiative and work well in a remote, highly dynamic sales environment that focuses on providing customer service above industry standards

● Past experience working with IC and DoD accounts preferred

● Proficiency and/or knowledge of Federal cloud operating environments (Gov Cloud, Azure Secret, SC2S/C2S/C2E, etc.) and others, preferred

● Knowledge of or experience with Federal IT and Mission operational environments and requirements (classified/secure networks, DoD Impact Levels, compliance, MLS, regulatory, intermittent / field environments, enterprise-to-edge deployments, etc.) preferred

● Domestic and occasional international travel may be required

Preferred technical and professional experience

• Infrastructure Automation Product Familiarity: Experience with multiple Infrastructure Automation products, including Expert Essentials IAM, MaaS360 Mobile Security and Management, and Trusteer Fraud Protection, is beneficial for this role. Familiarity with these products will enable you to design and deliver tailored solutions for clients. • Solution Architecture Knowledge: Experience in designing and delivering solutions for clients using Infrastructure Automation products is advantageous. This expertise will aid in developing Proofs of Technology and providing technical consultation to clients and sellers. • Technical Consultation Expertise: Experience providing expert technical guidance on Infrastructure Automation products is desirable. This expertise will facilitate collaboration with clients and drive business results through effective solution strategies.