Introduction
The HashiCorp Regional Ecosystem Go-To-Market team is part of the HashiCorp Regional or Theater sales organization. The team’s goal is to accelerate the topline or revenue growth of the HashiCorp set of products and services and ensure HashiCorp becomes IBM’s most successful acquisition ever by reaching over $1B in revenue by the end of 2026. The Regional Ecosystem team’s goal specifically is to enable this revenue growth through the various routes-to-markets within the Partner Ecosystem – leverage Value-added Resellers and Distributors to extend our sales reach, activate Global SIs, regional specialist SIs and technology alliances to amplify our value proposition with clients, and to partner with the Cloud-Service Providers (AWS, Azure, GCP, etc.) to accelerate the adoption of public, multi- and hybrid-cloud environments.
Your Role And Responsibilities
You will be a Subject Matter Expert on HashiCorp for our Ecosystem partners – VARs, VADs, SIs, Tech Alliances and CSPs. You must articulate the value proposition of the HashiCorp portfolio and bring technical knowledge to the ecosystem. You will partner closely with the HashiCorp Worldwide Ecosystem Strategy team, Regional Ecosystem Go-To-Market team and your local regional sales leaders to establish a GTM playbook – offerings and value propositions and customize it for various markets in your region. You will also partner closely with the IBM Ecosystem Sales team by enabling and training them on HashiCorp products and their value propositions. Concurrently you will work to bring the IBM Ecosystem team up to speed with the latest value propositions for HashiCorp, while activating and further building existing and new IBM partner’s HashiCorp practices.
After a successful first year in this role, you will have accomplished the following:
- Delivered on the overall ACV bookings and revenue targets for your region
- Grown the resale and distribution of HashiCorp products via our partner ecosystem
- Grown the bookings and revenue transacted through our CSP marketplaces (AWS, Azure, Google)
- Delivered technical and business (value proposition) enablement for the IBM Ecosystem sales team
- Activated and grew the HashiCorp practices (resell and services delivered by the partner) within key partners
What You Will Do (responsibilities)
- Aligned with our R&D, Product and TFO (Technical Field Organization) teams to stay current on latest HashiCorp innovations, features, and integration with the broader IBM technology portfolio
- Work with the Worldwide Ecosystem Strategy team to craft regional and market-specific plans for the areas you cover
- Work with Regional Ecosystem Go-To-Market team to grow incremental revenue
- Train and enable the IBM Ecosystem Sales team on HashiCorp
- Work with key partners in the VAR/VAD/SI ecosystem to maintain and build HashiCorp practices (resale and/or services)
- Work with the local CSP/Hyperscaler teams to grow the Marketplace business
Preferred Education
Technical Diploma
Required Technical And Professional Expertise
- 5-10 years of direct or partner sales experience
- Experience working in SaaS or Cloud Infrastructure
- Ability to work with sales leadership to create a GTM plan – Anchor on a topline target, determine the top levers and tactics and develop an execution plan that is catered for a specific market or geography
- Interpersonal skills to work cross-functionally with different audiences – Partners, IBM Ecosystem Sales teams, R&D and Product, Direct Sales teams, etc.
- Technical Product Knowledge, Cloud Knowledge
- Great communication skills to deliver technical and business training to sales teams and Partners
Preferred Technical And Professional Experience
- Experience working with or for AWS, Azure or GCP is a plus
