Sales Senior Resident Solutions Architect (f/m/x) Professional Hamburg, DE

The Strategic and Enterprise Accounts Sales team at HashiCorp – now part of IBM’s Automation Software group – drives adoption of HashiCorp’s enterprise infrastructure automation products within Global 2000 enterprises. Our primary focus is on HashiCorp’s Terraform (infrastructure-as-code provisioning) and Vault (secrets management) solutions, industry-leading tools for multi-cloud automation and security lifecycle management.
Following IBM’s acquisition of HashiCorp, the HashiCorp industry-leading solutions have been integrated with IBM’s broader software automation portfolio to deliver end-to-end cloud infrastructure and security automation for clients.
With HashiCorp’s proven success in multi-cloud environments and IBM’s global reach and enterprise relationships, our combined team is well-positioned to help enterprises accelerate innovation and strengthen cloud governance. In Germany, our Strategic Account Managers play a pivotal role in expanding HashiCorp’s footprint in large enterprise accounts, aligning with IBM’s enterprise go-to-market approach of integrated solution selling and long-term partnership.
We follow HashiCorp’s ALEER go-to-market framework – Adopt, Land, Expand, Extend, Renew – to guide customer lifecycle and growth. This means driving initial adoption and value (Adopt/Land), expanding usage across teams and use-cases (Expand/Extend), and ensuring customer success and renewals. As part of this team, you will collaborate closely with internal stakeholders and IBM teams to navigate complex enterprise sales cycles and deliver transformative automation solutions to our customers.

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

Your role and responsibilities

The primary goal of the Resident Architect program is to assist the customer in aligning their employees, internal processes, and workflows with the Cloud Operating Model, paving the way for ongoing and sustainable success with the HashiCorp tool suite as part of the customer cloud transformation journey.

Typical Resident Architect duties will include anything from assisting the customer with identifying the appropriate talent to support a particular HashiCorp tool, to building out a full managed service offering, to coordinating successful adoption and growth of that service across the business.

An ideal candidate will have a successful track record in leading sustainable customer technical transformation, with a focus on people, processes, and workflows supporting that transformation. They will have proven the ability to become a trusted technical advisor to customer and business leaders in their pursuit of fully realizing the Cloud Operating Model as part of a larger cloud transformation effort.

Additionally, the Senior RSA will be expected to be a technical leader and mentor on the time, helping to build the experience of their peers, as well as the greater HashiCorp community.

The primary goal of the Resident Architect program is to assist the customer in aligning their employees, internal processes, and workflows with the Cloud Operating Model, paving the way for ongoing and sustainable success with the HashiCorp tool suite as part of the customer cloud transformation journey.

Typical Resident Architect duties will include anything from assisting the customer with identifying the appropriate talent to support a particular HashiCorp tool, to building out a full managed service offering, to coordinating successful adoption and growth of that service across the business.

An ideal candidate will have a successful track record in leading sustainable customer technical transformation, with a focus on people, processes, and workflows supporting that transformation. They will have proven the ability to become a trusted technical advisor to customer and business leaders in their pursuit of fully realizing the Cloud Operating Model as part of a larger cloud transformation effort.

Additionally, the Senior RSA will be expected to be a technical leader and mentor on the time, helping to build the experience of their peers, as well as the greater HashiCorp community.

In this role, you can expect to:

• Provide both general and specific mentorship on each step of the customer cloud transformation journey as it relates to the HashiCorp product suite specifically Vault.
• Assist customers in aligning people, processes, and workflows with the Cloud Operating Model.
• Contribute towards building a mutli-cloud adoption framework.
• Articulate and redefine the cloud consumption model in relation to HashiCorp Tao of workflows.
• Assist Enterprise CxOs in articulating the business value achieved in building the accurate cloud consumption model.
• Help increase developer velocity whilst satisfying the objectives of governance, risk & controls.
• Communicate the business value of the HashiCorp product suite to customer executives.
• Articulate the technical functionality of HashiCorp products to multiple audiences ranging from practitioner to executive.
• Educate and advise customer users on how HashiCorp tools can enable and even simplify adoption of the Cloud Operating Model as part of their cloud transformation journey.
• Coordinate various HashiCorp professional services resources to assist with specific customer needs as part of their technical transformation.
• Educate individual contributors on best practices regarding system administration, service administration, automation, and observability.

Required education

None

Preferred education

Bachelor\’s Degree

Required technical and professional expertise

• Confirmed experience designing and implementing technical systems and services.
• Deep understanding of DevOps processes and automation.
• Deep technical expertise in cloud and on-premise infrastructure management, application deployment and practical security methodology.
• Working proficiency with one or more of the tools in the HashiCorp product suite like Terraform and Vault.
• Familiarity with security and compliance requirements for shared services.
• The ability to work well in group environments and independently.
• A proven record of assisting with or driving cloud transformation at one or more organizations.
• Passion for thought leadership in areas including cloud operating model and organizational transformation, cloud operations, or Site Reliability Engineering (SRE).
• Experience handling cloud maturity and capability assessments, being responsible for the design and implementation of cloud governance and operational processes, and developing cloud transformation roadmaps.
• Familiarity with cloud service providers and their offerings, common technical platforms, and shared service management at scale.
• The ability to speak to all levels of an organization, whether at a deep technical level or at executive level.
• The ability to explain complex technical topics in simple terms.
• Experience publishing technical documents or speaking publicly at technical conferences

Preferred technical and professional experience

Familiarity with IBM and HashiCorp products and services.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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 50 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 qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

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

Job Title

Senior Resident Solutions Architect

Job ID

44468

City / Township / Village

Hamburg

State / Province

Hamburg

Country

Germany

Work arrangement

Hybrid

Area of work

Employment type

Regular

Position type

Professional

Some travel may be required based on business demand

Company

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

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