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Hashicorp Ecosystem GTM Specialist (Partner Activation team)- IBM France

IBM

France · Cedex Madrid, Spain · Bois-Colombes, France

Posted on Mar 31, 2026

Introduction

About the Team

The HashiCorp Regional Ecosystem Go-To-Market team is part of the HashiCorp Regional or Theater sales organization. The team’s goal is to accelerate the topline or revenue growth of the HashiCorp set of products and services and ensure HashiCorp becomes IBM’s most successful acquisition ever by reaching over $1B in revenue by the end of 2026. The Regional Ecosystem team’s goal specifically is to enable this revenue growth through the various routes-to-markets within the Partner Ecosystem – leverage Value-added Resellers and Distributors to extend our sales reach, activate Global SIs, regional specialist SIs and technology alliances to amplify our value proposition with clients, and to partner with the Cloud-Service Providers (AWS, Azure, GCP, etc.) to accelerate the adoption of public, multi- and hybrid-cloud environments.

Your role and responsibilities

You will be the Subject Matter Expert on HashiCorp for our Ecosystem partners – VARs, VADs, SIs, Tech Alliances and CSPs. You will take on the role of the main point of contact that will articulate the value proposition of the HashiCorp portfolio and bring technical knowledge to the ecosystem. You will partner closely with the HashiCorp Worldwide Ecosystem Strategy team and your local regional sales leaders to establish a GTM playbook – offerings and value propositions and customize it for various markets in your region. You will also partner closely with the IBM Ecosystem Sales team by enabling and training them on HashiCorp products and their value propositions. Concurrently you will work to bring the IBM Ecosystem team up to speed with the latest value propositions for HashiCorp, while activating and further building existing and new IBM partner’s HashiCorp practices.

After a successful first year in this role, you will have accomplished the following:

Delivered on the overall ACV bookings and revenue targets for your region
Grew the resale and distribution of HashiCorp products via our partner ecosystem
Grew the bookings and revenue transacted through our CSP marketplaces (AWS, Azure, Google)
Delivered technical and business (value proposition) enablement for the IBM Ecosystem sales team
Activated and grew the HashiCorp practices (resell and services delivered by the partner) within key partners

Your responsibilities:

Align with our R&D, Product and TFO (Technical Field Organization) teams to stay current on latest HashiCorp innovations, features, and integration with the broader IBM technology portfolio
Work with the Worldwide Ecosystem Strategy team to craft regional and market-specific plans for the areas you cover
Train and enable the IBM Ecosystem Sales team on HashiCorp
Work with key partners in the VAR/VAD/SI ecosystem to maintain and build HashiCorp practices (resale and/or services)
Work with the local CSP/Hyperscaler teams to grow the Marketplace business

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

5-10 years of direct or partner sales experience
Experience working in SaaS or Cloud Infrastructure
Experience working with or for AWS, Azure or GCP is a plus
Ability to work with sales leadership to create a GTM plan – Anchor on a topline target, determine the top levers and tactics and develop an execution plan that is catered for a specific market or geography
Interpersonal skills to work cross-functionally with different audiences – Partners, IBM Ecosystem Sales teams, R&D and Product, Direct Sales teams, etc.
Great communication skills to deliver technical and business training to sales teams and Partners

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

For additional information about location requirements, please discuss with the recruiter following submission of your application.

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