Solutions Engineer - HashiCorp

IBM

IBM

Melbourne, VIC, Australia

Posted on Apr 17, 2026
Introduction

The Solutions Engineering team is the primary technical advocate for our customers. In the Select Territory, we succeed through high-velocity, integrated Go-To-Market models that we call “Sales Plays”. Select Territory clients represent a massive, broad-market growth engine for us, with deep technology needs. You will orchestrate technical sales motions alongside our Digital Sales teams and Focus Partners to drive revenue conversion, renewals and increase lifetime value across this high-growth customer base.

Your role and responsibilities

  • Act as the technical authority for HashiCorp hybrid/multi-cloud solutions, targeting Select Territory accounts and digital sales motions.

  • Run targeted sales plays, jointly with Focus Partners, to rapidly build pipeline and drive Select Territory conversion and success in ANZ.

  • Shadow and guide Focused Partners and their carefully selected Champions during Proof of Values / Proof of Concepts to ensure technical wins.

  • Define the needs for partner enablement and drive these requirements to execution through cross-functional teams, measuring the success of this collaboration and reporting gaps.

  • Engage and scale to build technical awareness and adoption across the ANZ Select Territory market through hands-on, remote and in-person, customer and one-to-many engagements, D.R.Y. digital content, interactive demos, and industry events.

  • Scale technical awareness across ANZ through one-to-many developer community events, interactive demos, and digital content.

  • Drive the adoption - retention - expansion - renewal flywheel, using customer census and telemetry, to ensure products land with immediate value, expand organically. Call out risk, propose mitigations to dedicated cross-functional teams (e.g. Renewals).

  • Acting as the primary feedback loop between Select Territory and global product teams to influence roadmaps. Actively drive data-based and tailored Geo-level Go-To-Market planning through established channels (e.g. QBRs)

Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise

We are seeking candidates with deep technical expertise and highly tuned one-to-many communication skills.

  • Experience of 5+ years in developer advocacy, technical pre-sales, or equivalent hands-on experience in CTO or senior engineering roles.

  • Community and Scale with a proven track record of scaling developer communities from the ground up and driving product awareness across ANZ.

  • Cloud expertise in major cloud providers, specifically in AWS, Azure or Google Cloud, with a history of executing cloud migrations and infrastructure cost optimisation.

  • Application Modernisation via hands-on experience with microservices architecture, API-driven development, and programming languages such as Go and Python.

  • Communication and Influence showing outstanding presentation skills with the ability to deliver keynote sessions, technical workshops, and digital content to massive developer audiences.

Preferred technical and professional experience

  • HashiCorp Portfolio knowledge of existing HashiCorp tools such as Vault, Terraform, Consul, Nomad. Or, knowledge of the wider tooling ecosystem such as Kubernetes, CI/CD tools, version control systems, logging, and monitoring.

  • Ecosystems experience building technical enablement playbooks for regional partner teams and system integrators.

  • Experience with GenAI tooling, ecosystems and challenges.

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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