Staff Solutions Engineer - Hashicorp

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 Staff Solutions Engineer - Hashicorp, 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:

• Design Client Solutions: Design viable client solutions by leveraging current product capabilities, providing input to product teams for solutions refinement, and constructing relevant use cases to drive sales.

• Deliver Technical Proof Points: Create and deliver technical proof points through technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, Proposals, and MVPs.

• Maintain Platform Knowledge: Maintain strong platform and product knowledge, articulating the value proposition/ROI and understanding the competitive landscape.

• Drive Sales Opportunities: Utilize customized experiential selling approaches to drive sales opportunities, focusing on a "show me, don't tell me" approach.

• Refine Product Capabilities: Provide input to product teams for solutions refinement, ensuring that products meet client needs and stay competitive in the market.

Required technical and professional expertise

• Deep Technical Knowledge: Extensive technical expertise in designing viable client solutions by leveraging current product capabilities, with experience in providing input to product teams for solutions refinement.

• Solution Design Expertise: Proven experience in constructing relevant use cases to drive sales, with a strong understanding of how to articulate the value proposition/ROI and competitive landscape.

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

• Platform and Product Mastery: In-depth knowledge of maintaining strong platform and product expertise, with the ability to understand and communicate the value proposition/ROI and competitive landscape.

• Experiential Selling: Deep expertise in utilizing customized experiential selling approaches to drive sales opportunities, with a focus on a "show me, don't tell me" approach.

Preferred technical and professional experience

• Advanced Technical Accelerators: Experience with designing and delivering complex technical accelerators, such as demonstrations, POTs, POCs, Workshops, Solution Design, Proposals, and MVPs, to drive sales opportunities and showcase product capabilities.

• Specialized Product Knowledge: Deep expertise in specific Business Unit specialty or brand products, with the ability to articulate the value proposition/ROI and understand the competitive landscape.

• Customized Experiential Selling: Experience with developing and executing customized experiential selling approaches to drive sales opportunities, with a focus on a "show me, don't tell me" approach.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.