Introduction

At IBM Software, we transform client challenges into solutions. Building the world’s leading AI-powered, cloud-native products that shape the future of business and society. Our legacy of innovation creates endless opportunities for IBMers to learn, grow, and make an impact on a global scale. Working in Software means joining a team fueled by curiosity and collaboration. You’ll work with diverse technologies, partners, and industries to design, develop, and deliver solutions that power digital transformation. With a culture that values innovation, growth, and continuous learning, IBM Software places you at the heart of IBM’s product and technology landscape. Here, you’ll have the tools and opportunities to advance your career while creating software that changes the world.

Your role and responsibilities

As a Brand Technical Specialist (Hashicorp Portfolio), you will utilize extensive technical knowledge to sell Business Unit specialty or brand products to clients, removing technical inhibitors to sales opportunities. You will design viable client solutions by leveraging current product capabilities and provide input to product teams for solutions refinement. Your primary responsibilities will include: • Deliver Technical Proof Points: Create and deliver technical proof points through technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, Proposals, and MVPs, to drive sales and articulate the value proposition / ROI. • Maintain Platform Knowledge: Stay up-to-date on strong platform and product knowledge to construct relevant use cases and understand the competitive landscape. • Design Client Solutions: Leverage current product capabilities to design viable client solutions and provide input to product teams for solutions refinement. • Develop Customized Sales Approaches: Utilize a "show me, don't tell me" approach to create customized experiential selling experiences for clients. • Articulate Value Proposition: Clearly communicate the value proposition / ROI of products to clients and understand the competitive landscape

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

Technical Product Knowledge: Exposure to Hashicorp portfolio products, with understanding of current product capabilities and limitations. • Solution Design Experience: Experience working with clients to design viable solutions, leveraging product capabilities and providing input for solutions refinement. • Technical Proof Point Development: Exposure to 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 maintaining strong platform and product knowledge, including understanding of the competitive landscape and constructing relevant use cases. • Experiential Selling Approach: Experience with customized experiential selling approaches, utilizing a "show me, don't tell me" methodology to drive sales.

Preferred technical and professional experience

What you’ll need:

• Experience: 5+ years in a Technical Pre-Sales or Sales Engineering role, or equivalent experience - practitioners are appreciated as well.

• Technical Expertise: Proficiency in understanding concepts and technologies in DevOps, IT operations, security, cloud, microservices, containers, and scheduling platforms.

• Customer Engagement: Proven experience with implementing software products or solutions in large and dynamic enterprise companies.

• Communication Skills: Excellent verbal and written communication skills, with the ability to effectively convey complex technical concepts to diverse audiences.

• Problem-Solving Skills: Demonstrated ability to analyze complex technical problems and develop innovative solutions.

• Collaboration: Experience working well in a highly dynamic team environment that focuses on providing above industry standard customer service. Proven ability to work cross-functionally with teams such as Product Management, Engineering, and Customer Success.

• Travel: Ability to travel as needed, with domestic and occasional international travel required.

What's nice to have (preferred qualifications)

• Knowledge of HashiCorp Tools: Knowledge of, and experience with, any of the tools in the HashiCorp portfolio.

• Technical Certifications: Relevant technical certifications (e.g., AWS, Azure, Google Cloud, DevOps) are a plus.

• Education: Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent practical experience.