Solution Specialist (Presales) - HashiCorp

Your role and responsibilities

The Solutions Architecture (SA) organization serves as solution and product Subject Matter

Experts, providing technical guidance at strategic points throughout the customer lifecycle. As

Solution Specialists, we collaborate across multiple functions-including Sales, Solutions Engineering, Product Management, Marketing, and Professional Services-to help drive technical wins, align on customer use cases, optimize solution designs, and support strategic go-to-market motions.

What you'll do (responsibilities)

As a Solution Specialist, you will focus on driving presales technical excellence and pipeline acceleration for HashiCorp, an IBM Company's (HashiCorp) solutions and products. You will serve as a domain expert, partnering closely with Solutions Engineers to assist in achieving the technical win through Technical Validation, Use Case Exploration and Discovery, and Advanced Proof-of-Value (POV) execution. You will help Prospects and existing Customers deepen their usage of our products during new and expansion sales motions.

• Assist as a specialized domain expert aligned to and in support of HashiCorp's products and surrounding ecosystem during key moments of the presales lifecycle
• Partner with Solutions Engineers and Account Teams to drive pipeline momentum and close deals by delivering technical validation, product demonstrations, and hands-on enablement
• Deliver advanced product presentations, technical deep dives, evaluations, workshops, and POVs to align customer needs with product capabilities
• Translate customer business and technical challenges into scalable best practices, patterns, and reusable assets that accelerate field execution
• Develop and maintain deep expertise across HashiCorp's product portfolio and common usage patterns
• Collaborate with Product Management, Product Education, and Value Engineering to define and build reusable content for core and advanced product use cases
• Act as a trusted technical advisor, educator, and advocate for both customers and internal stakeholders
• Evangelize key product features and integrations aligned to strategic use cases within enterprise infrastructure, security, and application delivery

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• B.S. degree in an engineering or related program from an accredited college/university, or equivalent experience
• Strong ability to thrive in fast-paced environments with a focus on impactful customer engagement
• Ability to work independently with high autonomy in remote-first teams
• Excellent communication skills with experience creating and delivering technical content to audiences of varying expertise
• Deep technical knowledge in areas such as cloud and on-prem infrastructure, DevOps practices, and application lifecycle management
• Hands-on experience with infrastructure-as-code, cloud architecture, secrets management, networking, and/or provisioning technologies
• Experience supporting infrastructure platforms or developer environments with internal or external stakeholders
• Fluent English

This is a customer-facing role. Travel to client locations may be required for in-person workshops, evaluations, or events.

Preferred technical and professional experience

• Experience crafting technical content such as architectural patterns, recommended practices, and reusable demos
• Previous experience supporting presales motions through pairing, code reviews, and mentoring field teams
• Deep expertise in at least one HashiCorp product area; certifications are highly desirable
• Technical certification in a major cloud provider (AWS, Azure, GCP)
• CKA or other relevant certifications in container orchestration and development environments

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