As a Senior Solutions Engineer, you will focus on established markets across Australia and New Zealand. You will partner closely with your Sales counterpart as an account pod, co-owning a defined territory of named accounts and supporting the entire customer journey lifecycle, from pipeline creation and technical wins to onboarding, driving consumption, and ensuring successful renewals. Together, you will build and execute account plans; you will own the technical strategy, technical wins, and champion development within those accounts, and share responsibility for adoption, expansion, and renewal health. What You’ll Do (Responsibilities) • Serve as a strategic advisor: act as HashiCorp’s technical authority and trusted advisor for hybrid and multi-cloud solutions to dedicated key accounts, engaging both hands-on engineering teams (e.g. DevSecOps, Security, Platform Engineering) and C-level business and economic stakeholders. • Build and nurture relationships: establish and maintain trusted relationships with technical stakeholders, practitioners, champions, and executive decision-makers across your accounts. • Engage, architect and influence: drive strategic application, technology, and infrastructure decisions through compelling presentations, architectural design sessions, customised demos, and hands-on workshops. • Drive value realisation: guide customers through their cloud adoption journey, designing technical solutions aligned with their strategic priorities and multi-year programs; lead product evaluations, proof-of-concept engagements, and project rollouts to agreed success criteria. • Demonstrate business value: articulate and prove the business value of HashiCorp solutions (e.g. Vault, Terraform, Consul) in solving the real needs of end users, through discovered, business-aligned metrics and impact conversations. • Provide authoritative guidance: offer expert-level advice on modern technology practices, including Infrastructure as Code (IaC), Identity and Access Management (IAM), cloud architecture, container orchestration (Kubernetes/OpenShift), and security automation within DevSecOps and the broader SDLC. • Drive adoption and expansion: own customers’ return on investment within adopted products and promote the adoption of multi-product, integrated solutions that increase the value of the IBM partnership. • Orchestrate the wider team: engage the broader HashiCorp Solutions Engineering, Solutions Architecture, and Customer Lifecycle Management organisations, as well as our partner ecosystem, to drive the best outcomes for the customer. • Partner cross-functionally: collaborate with Solutions Architects, Customer Success, Professional Services, Product Management, Engineering, and Support to ensure customers realise value and HashiCorp receives market feedback from the field. • Maintain technology expertise: establish and maintain a deep understanding of the HashiCorp portfolio, the partner solutions ecosystem, and the competitive landscape, and be confident in HashiCorp’s advantages.