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WW Ecosystem Business Strategist

IBM

IBM

California, USA · Texas City, TX, USA
Posted on Mar 19, 2026
Introduction

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 establish a Go-To-Market growth strategy for Resellers, Distributors and System Integrators. This role will work closely with Product Management, Product Marketing, Ecosystem Architects and the Technical Field Organization to translate core sales plays and technical use cases into repeatable playbooks for our partners. These asset packages will then be delivered to our HashiCorp Activation field team to regionalize and influence execution across the wider IBM sales teams. Excellence in this role looks like building an effective motion that is adopted by our Resellers, Distributors and System Integrators 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

Your role and responsibilities

What you’ll do (responsibilities)

As the Ecosystem Business Strategist, you will:

  • Be responsible for building the end-to-end golden standard for how Resellers, Distributors and System Integrators can build a HashiCorp practice to drive not only resell business but also services that drive adoption and consumption of sold products

  • Build the high-level partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice ‘how-to’ for field execution

  • Direct the framework and vision for partner journey documentation and assets ensuring the foundation of best practice guidance

  • Take established field practices, solution sales plays, technical use cases and work with Enablement to tailor the content and messaging for resellers and distributors

  • Drive executive alignment and regular partner cadence ensure the voice of the partner is built into strategy

  • Leverage HashiCorp/IBM Partner Sales Teams to accelerate growth globally that is inclusive of feedback loops

  • 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
High School Diploma/GED
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 strategic Go-To-Market ecosystem planning and execution

  • Deep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorp’s product suite

  • Deep understanding of partner sales and technical journeys, their lines of businesses and operational development, partner processes, tools and responsibilities - to provide clear direction of what the end state of our strategy should be

  • Existing partner relationships/network that is aligned to Cloud, Consumption, SaaS and Automation

  • Understand the Cloud Native approach to solutioning utilizing Hyperscaler Marketplaces as a Route-to- Market

  • Ability to shape a vision and strategy around product development with the overall business strategy and objectives

  • Passionate about positioning how technology can solve business problems

  • Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with partners

  • Exceptional skills in conveying ideas, providing feedback, and building strong relationships

  • Excellent communication skills - written and oral. Ability to communicate complex ideas to an international audience

  • Demonstrated ability to work cross-functionally

  • Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities - be ready to move fast and hit the ground running without compromising execution excellence

Preferred technical and professional experience

What's nice to have (preferred qualifications)

  • Familiarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)

  • Prior experience in a Partner Go-To-Market Strategy, Partner Solutions Engineering, Partner Sales or Services buildout

  • Recognized technical thought leadership (public speaking, blogs, whitepapers, conference talks)

  • Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)

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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