As a Solutions Engineer, you'll guide customers through the technical and business aspects of adopting and expanding IBM's HashiCorp solutions. Your responsibilities span initial discovery and solution validation through production adoption, ongoing consumption, and identifying opportunities for additional value. Key responsibilities include: * Customer Discovery and Solution Design: Lead technical and business discovery engagements to understand customer challenges, identify high-value use cases, and recommend solutions aligned with their business and technology objectives. * Technical Validation and Demonstrations: Design and deliver compelling technical presentations, product demonstrations, proof-of-concepts (POCs), and workshops that establish technical fit and demonstrate measurable business value. * Customer Adoption and Deployment: Guide customers through successful onboarding and production-ready deployments, coordinating with internal IBM specialists and customer stakeholders to address architectural, operational, and implementation challenges. * Value Realization and Consumption: Develop and execute technical adoption plans, establish measurable consumption and use-case milestones, monitor progress, and proactively address barriers to adoption. * Customer Growth and Expansion: Identify opportunities to extend the value of existing investments by introducing new capabilities, workflows, and complementary products based on evolving customer needs. * Technical Enablement: Educate customers through technical workshops, architecture reviews, strategy sessions, and hands-on guidance that help their teams build confidence and proficiency. * Cross-Functional Collaboration: Work closely with IBM sales, technical specialists, product teams, customer success, and other resources to navigate complex customer challenges and drive successful outcomes. * Ownership and Accountability: Take responsibility for customer outcomes, whether delivering directly or coordinating the people and resources necessary to achieve success. * Continuous Improvement: Maintain technical proficiency, stay current with emerging technologies and industry trends, and actively contribute knowledge, insights, and best practices to the broader team.