About the team
The Advanced Architecture team is a highly strategic group within HashiCorp focused on defining and executing the most technically complex and impactful go-to-market plays across the HashiCorp and IBM portfolios. Comprised of senior technical leaders and business development specialists, this team operates as an innovation hub that brings together technical architecture and commercial expertise. Through cross-functional collaboration and consultative engagement, we work backwards from our customers' hardest challenges to drive integrated solutions that unlock transformational value.
Our initial focus is on enabling joint customer success through the integrations with IBM Hybrid Cloud, Security and AI solutions. Over time, this team will define and deliver scalable field plays and reference architectures that span the full HashiCorp portfolio and evolving IBM ecosystem, including RedHat hybrid cloud offerings.
What you'll do (responsibilities)
As an Advanced Architect (GTM Specialist), you will lead the technical go-to-market aspects of our strategic initiatives, working in tandem with Solution Architect Specialist to bring innovative solutions to market. You will operate at the intersection of technology and business, translating technical capabilities into value propositions, driving field enablement, and orchestrating go-to-market programs that accelerate customer adoption.
In this role, you will:
- Drive Strategic GTM Motions: Define and lead comprehensive go-to-market strategies that commercialize technical solutions and showcase the business value of HashiCorp and IBM solutions working together.
- Develop Solution Frameworks: Create structured offerings with clear use cases, value propositions, ROI models, and competitive positioning that resonates with enterprise decision-makers.
- Bridge Business and Technology: Work closely with Advanced Solutions Architects to ensure technical solutions are positioned effectively and address tangible customer business challenges.
- Orchestrate Field Enablement: Develop sales plays, market messaging, and customer-facing assets that equip field teams to effectively position and sell integrated solutions at scale.
- Drive Adoption Programs: Design and execute targeted market initiatives, including lighthouse customer programs, vertical-specific campaigns, and partner activation strategies.
- Enable Commercial Partnerships: Develop joint business plans with IBM, RedHat, and other ecosystem partners to drive mutual success through integrated go-to-market motions.
- Influence Product Strategy: Gather market signals and customer insights to inform product roadmaps and development priorities, particularly for enterprise-scale implementations.
- Create Strategic Content: Develop business-focused assets including solution briefs, value calculators, customer case studies, and market positioning documents that accelerate adoption.
- Measure Business Impact: Establish metrics frameworks and success criteria to demonstrate the commercial value of integrated solutions and track GTM effectiveness.
- Drive Cross-functional Execution: Orchestrate collaboration across Product, Sales, Marketing, and Partner teams to execute integrated go-to-market initiatives that deliver measurable results.
What you'll need (minimum qualifications)
- Experience:
- 7+ years in technical business development, product marketing, or solution management roles.
- 3+ years developing and executing go-to-market strategies for complex enterprise technology solutions.
- Experience with infrastructure automation, security, cloud platforms, or enterprise software markets.
- Technical Foundation:
- Strong technical background with hands-on experience in cloud infrastructure, security, or enterprise architecture.
- Ability to deeply understand complex technical solutions and translate them into compelling business value propositions.
- Familiarity with HashiCorp products and their application in enterprise transformation initiatives.
- GTM Leadership & Strategy:
- Demonstrated success defining and executing comprehensive go-to-market strategies that drive measurable business results.
- Experience leading market introduction of new solutions, from concept to commercial success.
- Proven ability to influence without authority and lead through business credibility.
- Commercial Acumen:
- Strong understanding of enterprise IT buying processes, business drivers, and value realization frameworks.
- Experience building compelling business cases and ROI models for infrastructure transformation initiatives.
- Ability to conduct market sizing, competitive analysis, and opportunity qualification.
- Cross-Functional Collaboration:
- Proven ability to collaborate across Product, Engineering, Sales, and Marketing to bring new solutions to market.
- Skilled in translating customer needs into commercial offerings and go-to-market strategies.
- Experience coordinating complex initiatives with multiple stakeholders and diverse perspectives.
- Communication & Enablement:
- Outstanding written and verbal communication skills.
- Track record of developing content for business and executive audiences—value propositions, solution briefs, commercial frameworks.
- Experience delivering compelling presentations that drive business decisions.
- Travel: Ability to travel occasionally
What's nice to have (preferred qualifications)
- Experience with IBM Hybrid Cloud, Security, or AI solutions and understanding their commercial positioning in enterprise markets.
- Background working at the intersection of infrastructure automation, security, and AI/ML technologies.
- Prior experience with HashiCorp, IBM, or RedHat solutions with knowledge of the product portfolios and go-to-market approaches.
- Recognized business leadership in bringing innovative infrastructure or security solutions to market.
- MBA or equivalent business education demonstrating strategic thinking and commercial acumen.
- Experience developing joint solutions and go-to-market programs with major technology partners.
- Background in solutions engineering or technical pre-sales that provides firsthand understanding of customer technical challenges.
- Deep understanding of security and compliance requirements in regulated industries.
#LI-Remote
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