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Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellenc and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

At HashiCorp, we are committed to delivering innovative solutions that empower our customers to achieve their business objectives. We are seeking a dedicated Professional Services Sales Lead to join our dynamic team and help drive the success of our services offerings.

The Professional Services Sales Lead will be responsible for building and managing a pipeline of services opportunities in collaboration with regional Sales Leadership, Account Managers, Solutions Engineers, and Solution Architects. This role requires a strong understanding of customer business and technical objectives, enabling the position of appropriate services that align with customer needs. The ideal candidate will establish themselves as a trusted advisor, guiding customers in maximising the value of HashiCorp products and services.

What You’ll Do:

• Pipeline Development: Consistently build a pipeline of services opportunities by partnering with regional sales teams.
• Sales Process Management: Oversee multiple opportunities through various stages of the sales process, ensuring a seamless experience for customers.
• Customer Engagement: Lead the services sales process to understand customer requirements and objectives, positioning appropriate services effectively.
• Advisory Role: Provide guidance to Account Managers and Sales Engineers on suitable services for current and prospective customers.
• Trusted Advisor: Engage directly with customers to recommend services that deliver value and align with their objectives.
• Value Proposition Communication: Articulate and communicate the value proposition of HashiCorp products and services to customers.
• Solution Architecture: Advise customers on initial solution architecture, author Statements of Work (SOW), and position packaged service offerings.
• Opportunity Creation: Drive the creation of service opportunities, manage pursuit activities, and assist Account Managers in closing transactions.
• Knowledge Transition: Facilitate knowledge transfer from sales to post-sales to ensure the Professional Services team is ready for successful project delivery.
• Forecast Management: Maintain accurate forecasts of services opportunities and actively participate in regional forecast meetings.
• Resource Planning: Collaborate with Professional Services leaders for effective resource planning for upcoming engagements.
• Material Development: Develop and maintain a library of Professional Services presentations, solution briefs, and SOW templates.
• Administrative Duties: Complete all necessary administrative tasks and duties in a timely manner.
• Travel Requirements: Travel as needed to meet with customers and support sales activities.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

● 8+ years working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers.

● Successful background working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers.

● Proven experience in sales, particularly in the technology or professional services industry and managing the services sales process.

● Experience in authoring SOWs Successful background developing strong customer relationships and positioning outcome based services aligned to customer business and technical objectives.

● Strong understanding of business and technical objectives within the enterprise software arena.

● Excellent communication and presentation skills, with the ability to articulate complex concepts clearly.

● Excellent interpersonal skills, with the ability to gain the support and commitment of others through exceptional verbal and written communication.

● Experience engaging with senior business leaders and delivering customer facing presentations.

● Ability to gain the confidence and trust of others through consistency and integrity.

● Ability to work collaboratively, co-create and build partnerships to achieve shared goals.

● Ability to plan and prioritise work to meet commitments aligned with organisational goals.

● Ability to adapt to change and operate in unclear situations.

● Excellent analytical and problem solving skills.

Preferred technical and professional experience

B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred.