Responsable de la stratégie technique de l’écosystème global Hashicorp - IBM France

Introduction

The Ecosystem Strategy team is a new global team at HashiCorp focused on the Go-To-Market development for our network of Resellers, Distributors, Regional System Integrators and Global System Integrators. The team is the centralized hub that shapes our ecosystem execution through the HashiCorp Subject Matter Expert(SME) Activation team, the IBM Execution team and to our extended Partner Network.

Your role and responsibilities

We're seeking an innovator to build the strategy for the defined routes to market, to translate market-leading solution sales plays for partners, and accelerate partner growth worldwide.

Reporting into the HashiCorp WW Head of Ecosystem Go-to-Market Strategy, the core objective of the role is to drive the technical aspects of establishing a Go-To-Market growth strategy. This role will work closely with the Technical Field Organization, Ecosystem Architects, Product Management, and Product Marketing to translate core sales plays and technical use cases into repeatable playbooks for our partners. As the technical leader, you deeply understand a partner's technical landscape and can articulate how HashiCorp products drive their business success. You also broadly influence the strategic direction of HashiCorp in the IBM Ecosystem through participation in webinars, speaking events, round tables, to drive the HashiCorp business into the wider IBM ecosystem. Dynamic communication and presentation skills amongst varied audiences of both business and technology leaders are essential for success in this role. Excellence in this role looks like building an effective motion that is adopted by our resellers and distributors to not only understand the value Hashicorp brings to their portfolio of offerings, but to ensure they drive customer acquisition, adoption and consumption.

If you thrive in an environment where strategic thinking and collaboration are critical to success, apply now to influence the future of HashiCorps Ecosystem Partnerships

What you'll do (responsibilities)

As the Ecosystem Technical Strategist, you will:

* Understand the partner technical journey, processes, tools, roles and responsibilities to provide a clear direction of what the end state should be
* Build the partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice 'how-to' for field execution
* Validate and contribute to technical materials, standard methodologies, etc., based on field experience to continuously up-level and enable our partners
* Understand partner's technical, people, and process needs, and articulate how HashiCorp's products can meet those needs for their enterprise
* Be the technical lead, driving interaction between Technical Field Organization, Ecosystem Architects, Product Management, and Product Marketing teams, ensuring our overall priorities are delivered
* Act as a technical lead and trusted advisor to accelerate the HashiCorp Partner Activation team by communicating a unified vision and to collaborating through thought leadership
* Educate, mentor, and promote upskilling within the HashiCorp Activation team
* Align with the Ecosystem Architects to influence priority of co-branded reference architectures and validated designs
* Build bridges between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one IBM team!

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

* 7+ years working with Resellers, Distributors and/or System Integrators
* 5+ years of customer facing roles in enterprise technical sales
* Must have demonstrable technical sales experience preferably in channel selling
* Deep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorp's product suite
* Familiarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)
* Are a well-rounded SME with technical depth in cloud automation, DevOps, and security
* Some cross-functional experience in Sales Engineering, Product Marketing, or Product Management
* Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)
* Ability to shape a vision and strategy around the overall business strategy and objectives
* Have recent industry experience and deep technical background in DevOps & infrastructure automation tooling
* 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

Preferred technical and professional experience

* Have the ability to act as an industry thought leader in both partner meetings and public settings
* Excellent communication skills - written and oral. Ability to communicate complex ideas to an international audience
* Enjoy speaking in front of crowds, from small to very large, virtual
* Passionate about positioning how technology can solve business problems.
* Exceptional skills in conveying ideas, providing feedback, and building strong relationship.

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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