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HashiCorp Ecosystem Technical Strategist

IBM

IT

California, USA · Texas City, TX, USA

Posted on Jan 28, 2026

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

About the Team

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.

About the Role

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

What you’ll need (minimum qualifications)

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
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 relationships

Preferred technical and professional experience

• Additional IBM Technology Knowledge: Familiarity with various IBM Technology offerings and ability to identify opportunities for growth and expansion. • Industry Insights: Understanding of industry trends and market dynamics, enabling informed joint business planning and growth strategy development. • Partner Ecosystem Awareness: Knowledge of the partner ecosystem and ability to navigate complex partner relationships and networks.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

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