Solutions Engineer

At IBM Software, we transform client challenges into solutions. Building the world's leading AI-powered, cloud-native products that shape the future of business and society. Our legacy of innovation creates endless opportunities for IBMers to learn, grow, and make an impact on a global scale. Working in Software means joining a team fueled by curiosity and collaboration. You'll work with diverse technologies, partners, and industries to design, develop, and deliver solutions that power digital transformation. With a culture that values innovation, growth, and continuous learning, IBM Software places you at the heart of IBM's product and technology landscape. Here, you'll have the tools and opportunities to advance your career while creating software that changes the world.

Your role and responsibilities

As a Public Sector/Federal Pre-Sales Solutions Engineer at HashiCorp, an IBM Company, you will work in a high-performance team environment to drive business development, opportunity demand creation, sales, revenue attainment, territory growth, and customer success by providing pre-sales technical expertise to meet and exceed customer challenges, issues, and objectives. The Fed pre-sales SE's primary objective is to associate HashiCorp technical value to address and solve customer challenges with a principle focus on driving hybrid/multi-cloud solutions, Fed DevSecOps initiatives, rapid mission/application deployments, specifically in the context of multiple technical and executive audiences.

• Lead as a domain expert in hybrid/multi-cloud solutions for the Federal sales team and technical lead on strategic client relationships in Federal accounts
• Lead pre-sales technical and sales activities including technical discovery, technical value proposition, architectural guidance, solution advocacy, sales campaign support and ongoing client relationship.
• Ability to provide expert guidance on hybrid/multi-cloud and DevSecOps concepts and solutions with strong skill sets in Federal IT Enterprise infrastructure architecture, cloud, IT operations, security, and development technologies and processes
• Establish and maintain a deep understanding of the overall HashiCorp technology portfolio and the competitive landscape
• Help foster an environment for ongoing strategic customer success
• Work closely with key client executive decision makers on product evaluations and proof of concepts to ensure the solutions/products meets client objectives
• Clear understanding of Federal operational environments, regulatory requirements, and mission deployment objectives and challenges
• Actively assist other Sales teams in pre-sales technical, sales, initiatives and efforts

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• A strong desire to learn and teach new technologies, passion for transforming the mission of those who protect, serve, and educate, and enjoy working in a dynamic team environment.
• Curiosity and commitment to solving complex problems in a modern, dynamic IT environment and a solution-oriented, growth mindset.
• 5+ years technical pre-sales / Sales Engineering experience or equivalent experience - practitioners with customer-facing experience are welcome (Federal/Public Sector experience preferred)
• Knowledge of or experience with Federal IT and Mission operational environments and requirements (classified/secure networks, DoD Impact Levels, compliance, MLS, regulatory, intermittent / field environments, enterprise-to-edge deployments, etc.) preferred
• Past experience working with IC and DoD accounts preferred
• B.S. degree in an engineering, computer science/architecture, or similar program from an accredited college/university or equivalent experience.
• Proficiency in understanding and effectively articulating concepts, technologies, and value, in hybrid/multi-cloud, DevSecOps, IT operations, security, cloud adoption, microservices, containers, Enterprise to Edge, and orchestration/scheduling platforms
• Proficiency and/or knowledge of existing HashiCorp tools such as Vagrant, Packer, Terraform, Consul, Nomad, Vault and others
• Proficiency and/or knowledge of Federal cloud operating environments (Gov Cloud, Azure Secret, SC2S/C2S/C2E, etc.) and others, preferred
• Experience with implementing software products, cloud-based applications, or solutions in large and dynamic Federal enterprise environments
• Ability to take initiative and work well in a remote, highly dynamic sales environment that focuses on providing customer service above industry standards
• Domestic and occasional international travel may be required

Preferred technical and professional experience

• Additional Infrastructure Automation Tools: Exposure to other Infrastructure Automation products and tools, such as Consul, Nomad, Terraform, Vault, AI for Networking, Edge Application Manager, Hybrid Cloud Mesh, Hybrid Cloud Network Automation, NS1, Rapid Network Automation, and SevOne.
• Advanced Solution Design: Experience working with complex solution architectures for Infrastructure Automation products to meet client needs and drive business outcomes.
• Multi-Product Expertise: Familiarity with multiple Infrastructure Automation products, including Expert Essentials IAM, MaaS360 Mobile Security and Management, Trusteer Fraud Protection, Verify, Verify Governance, Verify Identity Protection, and Verify Privilege.