Field CTO

Your role and responsibilities

About the role:

The Field CTO role is a high-impact position passionate about executive-level engagement, field enablement, and strategic product feedback. As a Field CTO, you act as an extension of the CTO and CEO to strategically enable and support sales teams by building pipelines, closing opportunities, and maintaining long-term relationships with customer leadership teams. You are a trusted advisor to our customers, providing business, technical, and organizational guidance and thought leadership to drive customer outcomes. You work closely with regional sales leadership to focus on top-priority accounts within the theater with significant pipeline impact. As the technical leader and executive sponsor for key accounts, you deeply understand the customer's technical landscape and can articulate how HashiCorp, an IBM company's (HashiCorp) products drive their business success. You also broadly influence the strategic direction for customer messaging through collaboration with the Strategy team, R&D, the broader field, and industry events. You are a trusted advisor to our customers, providing business, technical, and thought leadership to drive adoption and success with our products.

Illustrating the impact of the HashiCorp product suite in delivering customer outcomes is your strength, and you showcase your thought leadership and technical expertise through participation in webinars, speaking events, round tables, white papers, marketing events, advisory boards, and executive briefings. Dynamic communication and presentation skills amongst varied audiences of both business and technology leaders are essential for success in this role, and you should be as adept at engaging with the customer's C-level executives as you are working closely with internal product and engineering teams.

As a Field CTO, you contribute to public and internal messaging of the HashiCorp principles and tech vision to existing and potential customer executives and decision-makers and enable internal teams and partners to elevate the product narrative. As a field CTO, you are regarded as a business and technical thought leader at HashiCorp and a well-rounded technologist in the IT/application operations landscape.

In this role you can expect to:

• Work closely with field marketing teams to spread awareness and support pipeline building via customer touch points (round tables, workshops, etc), conferences, strategic events, blogs, webinars, and whitepapers, among other opportunities.
• Aggregate and synthesize customer feedback on product messaging, pricing, and capabilities and communicate those findings to the relevant internal organizations (sales, marketing, R&D, enablement, services).
• Coordinate with the regional sales team to establish relevant relationships and act as a technical lead and trusted advisor to accelerate the pipeline for strategic accounts.
• Understand the customer's technical, people, and process needs, and articulate how HashiCorp's products can meet those needs for the enterprise.
• Work closely with the field teams to identify opportunities for product adoption, expansion, and extension within their accounts, to communicate a unified vision, and to collaborate through thought leadership.
• Collaborate with product and marketing teams to provide feedback on customer needs and struggles to ensure our products' proper future direction and success.
• Drive customer CISO/CxO engagements with the field teams.
• Validate and contribute to technical materials, standard methodologies, etc., based on field experience to continuously up-level and enable our internal partners.
• Lead executive briefings and advisory boards with customers, partners, and prospects.
• Educate, mentor, and promote upskilling within the sales and customer success teams on HashiCorp's products through internal enablement efforts.

Required education

Bachelor's Degree

Required technical and professional expertise

• You must have an Engineering/CS/MIS Bachelor's Degree, a military leadership position, or strong relevant industry experience;
• Have a history of executive engagement or served at an executive level;
• Enjoy speaking in front of crowds, from small to very large, virtually;
• Are a well-rounded SME with technical depth in cloud automation, DevOps, and security;
• Have recent industry experience and deep technical background in DevOps & infrastructure automation tooling;
• Have a high-level understanding of the design principles for distributed computing architectures;
• Have the ability to interact with and influence business decision-makers (CxO) and technical decision-makers within the Global 2000;
• Have experience leading or selling to large enterprise environments;
• Can understand and communicate the value proposition of strategic and tactical solutions for complex enterprise use cases;
• Can participate in dynamic conversations around sales mechanics that will enable you to influence key stakeholders positively;
• Have the ability to act as an industry thought leader in both customer meetings and public settings;
• Excel at staying close to industry trends to gain a deeper product understanding;
• Have strong verbal, written, visual communication, and presentation skills, particularly in ad-hoc situations (comfortable on a whiteboard);
• Fluent English.

Preferred technical and professional experience

-Familiarity with IBM and HashiCorp products and services.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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