Problem Statement and Outcome of this Role:

Current interactions between GTM and R&D are very fragmented, tactical, and opportunistic. This new organization intends to provide a single business and technical POV of prioritization and outcome for the GTM organization with R&D. In return, R&D can leverage this organization as a single business and technical source for GTM prioritization, product, and technical strategy development, the introduction of new plays, products and relationships. 

 

About the Role:

As a Technical Field Strategist Director at HashiCorp, you will play a pivotal role in unifying, advancing, and expanding the value of our portfolio and the partnership between our GTM org and our R&D community in conjunction with our Cloud Service Providers. 

You will be the primary point of contact representing the GTM organization's needs for solutions and/or products inside the HashiCorp R&D community to ensure precise alignment between the 2 organizations on a common outcome - customer first, growth second. The role will require expertise to drive execution unilaterally by:

Help capture and shape customer narratives. You will answer questions like “What work patterns deliver the most value to customers across products and services?” “How do we optimize the delivery of that value?” Understanding the levers required for customers to transition through our maturity model; adopt>standardize>scale. That may include ease of use, integrations, scaling, upgrading, etc. Collaborating closely with PMM on the alignment of the technical fit and positioning of our products as solutions in groupings that allow for a better-together outcome for our customers, ensuring integrations and validated designs are updated to showcase the best practices for customers Incubate new use cases across our 3 portfolio segments - Security, Infrastructure and Emerging, designing and augmenting demos, tech selling decks and workshops to incorporate the new capabilities for scaling the technical field organization as it relates to our Cloud Service Providers.

By working closely with the technical Interlock team, PM, PMM, and Sales, you'll help define and articulate the technical value of new GTM motions via persona based 2nd call technical selling decks and associated demos and workshops that focus on driving customer consumption and value realization milestones. These assets will allow increased consistency and scaling across the field technical selling teams, reducing the time to technical win. You will be the executive technical lead representing the field organization for one of the portfolio segments within internal executive and GTM discussions. This role will be tightly aligned with our technical interlock team ensuring the solutions and roadmap items are in alignment with R&D, the associated Hashicorp Validated Designs and field facing customer journey assets.  

 

Expectations for the Role:

You are someone who feels comfortable discussing solutions, outcomes, and business needs at all altitudes. This role is a relationship builder with the technical innovation side of HashiCorp. Your responsibilities involve cross-functional collaboration with customers, sales, WWTFO, customer success, product marketing, product management, and R&D. You'll be a vital member of tiger teams, contributing to the development of customer adoption motions, resources, playbooks, demos, and workshops, including internal technical enablement to help scale the SE organization. Ideal candidates will have familiarity with major aspects of business transformation in large organizations, including leadership, change management, technology, operations, security, business case development, and budgeting. In particular, they will be able to help enterprises understand and navigate to a future state of these processes to capitalize on the unique power of the cloud. This includes a deep understanding of AWS-specific capabilities and how they align with strategic business and technology transformation efforts. Your expertise in AWS services and architectures will help shape recommendations that drive meaningful outcomes for customers. Your thought leadership will influence strategy and feature prioritization, including the development and ownership of technical product Go-To-Market plans, demos, and workshops across the portfolio.

Professional Skills (Basic Qualifications): 10+ years of customer-facing roles in enterprise sales with expertise in SaaS solutions and multi-tenant architectures or industry DevOps domain expertise. Ability to shape a vision and strategy to help organizations achieve their goals. Passionate about positioning how technology can solve business problems. Experience positioning solutions relevant to cloud architectures across AWS, GCP, and Azure both internally and externally to executives and decision makers, with AWS expertise being highly sought after. Proven ability to work cross-functionally, representing the technical field organization at the highest levels. Portfolio of public-facing materials showcasing authored white papers, blogs, presentations, or training on technical concepts. Bachelor’s degree in a technical field required; Master’s or equivalent a plus. Technical Skills: In-depth understanding of DevOps processes, automation, and best practices. Expertise in cloud and on-premise infrastructure management, application deployment, and practical security methodologies. Proficiency in infrastructure automation and DevOps tooling, with certification in AWS, Azure, or GCP a plus. Technical knowledge of HashiCorp’s suite, including Terraform, Vault, Consul, and Boundary. Familiarity with emerging products like Nomad, Packer, and Waypoint. Success Metrics Roadmap/NPI to GTM needs rations. How many asks from GTM made it through the roadmap Better-together performance. How much of our portfolio is attached within our strategic customers Time to revenue on NPI inclusive of emerging products Technical win/rates for the TFO organization. How have you enabled speed, removed cost and risk, and enabled the team to execute quickly on new releases Cloud density of our portfolio. What % of revenue is cloud vs on premise Increased customer consumption and accelerated use case adoption velocity. This will manifest on NDE and Churn reduction

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. 

#LI-Remote #LI-JO1

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role is:$187,040—$220,000 USDThe OTE pay range for this role is:$233,800—$275,000 USD