WW Ecosystem Business Strategist
IBM Computing, Atlanta, GA, United States
Introduction
About the Team
The Ecosystem Strategy team is a new global team at HashiCorp focused on the Go-To-Market development for our network of Resellers, Distributors, Regional System Integrators and Global System Integrators. The team is the centralized hub that shapes our ecosystem execution through the HashiCorp Subject Matter Expert(SME) Activation team, the IBM Execution team and to our extended Partner Network.
About the Role We’re seeking an innovator to build the strategy for the defined routes to market, to translate market-leading solution sales plays for partners, and accelerate partner growth worldwide.
Reporting into the HashiCorp WW Head of Ecosystem Go-to-Market Strategy, the core objective of the role is to establish a Go-To-Market growth strategy for Resellers, Distributors and System Integrators. This role will work closely with Product Management, Product Marketing, Ecosystem Architects and the Technical Field Organization to translate core sales plays and technical use cases into repeatable playbooks for our partners. These asset packages will then be delivered to our HashiCorp Activation field team to regionalize and influence execution across the wider IBM sales teams. Excellence in this role looks like building an effective motion that is adopted by our Resellers, Distributors and System Integrators to not only understand the value Hashicorp brings to their portfolio of offerings, but to ensure they drive customer acquisition, adoption and consumption.
If you thrive in an environment where strategic thinking and collaboration are critical to success, apply now to influence the future of HashiCorps Ecosystem Partnerships
Your role and responsibilities What you’ll do (responsibilities)
Be responsible for building the end-to-end golden standard for how Resellers, Distributors and System Integrators can build a HashiCorp practice to drive not only resell business but also services that drive adoption and consumption of sold products
Build the high-level partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice ‘how-to’ for field execution
Direct the framework and vision for partner journey documentation and assets ensuring the foundation of best practice guidance
Take established field practices, solution sales plays, technical use cases and work with Enablement to tailor the content and messaging for resellers and distributors
Drive executive alignment and regular partner cadence ensure the voice of the partner is built into strategy
Leverage HashiCorp/IBM Partner Sales Teams to accelerate growth globally that is inclusive of feedback loops
Align with the Ecosystem Architects to influence priority of co-branded reference architectures and validated designs
Build bridges between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one IBM team!
Required technical and professional expertise What you’ll need (minimum qualifications)
7+ years working with Resellers, Distributors and/or System Integrators
5+ years of strategic Go-To-Market ecosystem planning and execution
Deep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorp’s product suite
Deep understanding of partner sales and technical journeys, their lines of businesses and operational development, partner processes, tools and responsibilities - to provide clear direction of what the end state of our strategy should be
Existing partner relationships/network that is aligned to Cloud, Consumption, SaaS and Automation
Understand the Cloud Native approach to solutioning utilizing Hyperscaler Marketplaces as a Route-to-Market
Ability to shape a vision and strategy around product development with the overall business strategy and objectives
Passionate about positioning how technology can solve business problems
Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with partners
Exceptional skills in conveying ideas, providing feedback, and building strong relationships
Excellent communication skills - written and oral. Ability to communicate complex ideas to an international audience
Demonstrated ability to work cross-functionally
Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities - be ready to move fast and hit the ground running without compromising execution excellence
Preferred technical and professional experience What's nice to have (preferred qualifications)
Familiarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)
Prior experience in a Partner Go-To-Market Strategy, Partner Solutions Engineering, Partner Sales or Services buildout
Recognized technical thought leadership (public speaking, blogs, whitepapers, conference talks)
Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)
IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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The Ecosystem Strategy team is a new global team at HashiCorp focused on the Go-To-Market development for our network of Resellers, Distributors, Regional System Integrators and Global System Integrators. The team is the centralized hub that shapes our ecosystem execution through the HashiCorp Subject Matter Expert(SME) Activation team, the IBM Execution team and to our extended Partner Network.
About the Role We’re seeking an innovator to build the strategy for the defined routes to market, to translate market-leading solution sales plays for partners, and accelerate partner growth worldwide.
Reporting into the HashiCorp WW Head of Ecosystem Go-to-Market Strategy, the core objective of the role is to establish a Go-To-Market growth strategy for Resellers, Distributors and System Integrators. This role will work closely with Product Management, Product Marketing, Ecosystem Architects and the Technical Field Organization to translate core sales plays and technical use cases into repeatable playbooks for our partners. These asset packages will then be delivered to our HashiCorp Activation field team to regionalize and influence execution across the wider IBM sales teams. Excellence in this role looks like building an effective motion that is adopted by our Resellers, Distributors and System Integrators to not only understand the value Hashicorp brings to their portfolio of offerings, but to ensure they drive customer acquisition, adoption and consumption.
If you thrive in an environment where strategic thinking and collaboration are critical to success, apply now to influence the future of HashiCorps Ecosystem Partnerships
Your role and responsibilities What you’ll do (responsibilities)
Be responsible for building the end-to-end golden standard for how Resellers, Distributors and System Integrators can build a HashiCorp practice to drive not only resell business but also services that drive adoption and consumption of sold products
Build the high-level partner translation of sales plays, use cases, assets, enablement as well as the click-down best practice ‘how-to’ for field execution
Direct the framework and vision for partner journey documentation and assets ensuring the foundation of best practice guidance
Take established field practices, solution sales plays, technical use cases and work with Enablement to tailor the content and messaging for resellers and distributors
Drive executive alignment and regular partner cadence ensure the voice of the partner is built into strategy
Leverage HashiCorp/IBM Partner Sales Teams to accelerate growth globally that is inclusive of feedback loops
Align with the Ecosystem Architects to influence priority of co-branded reference architectures and validated designs
Build bridges between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one IBM team!
Required technical and professional expertise What you’ll need (minimum qualifications)
7+ years working with Resellers, Distributors and/or System Integrators
5+ years of strategic Go-To-Market ecosystem planning and execution
Deep understanding of enterprise security, compliance, and platform engineering patterns. Specifically HashiCorp’s product suite
Deep understanding of partner sales and technical journeys, their lines of businesses and operational development, partner processes, tools and responsibilities - to provide clear direction of what the end state of our strategy should be
Existing partner relationships/network that is aligned to Cloud, Consumption, SaaS and Automation
Understand the Cloud Native approach to solutioning utilizing Hyperscaler Marketplaces as a Route-to-Market
Ability to shape a vision and strategy around product development with the overall business strategy and objectives
Passionate about positioning how technology can solve business problems
Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with partners
Exceptional skills in conveying ideas, providing feedback, and building strong relationships
Excellent communication skills - written and oral. Ability to communicate complex ideas to an international audience
Demonstrated ability to work cross-functionally
Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities - be ready to move fast and hit the ground running without compromising execution excellence
Preferred technical and professional experience What's nice to have (preferred qualifications)
Familiarity with the IBM Software Automation portfolio, RedHat OpenShift/Ansible, or adjacent ecosystem technologies (e.g., FinOps, security tooling, networking platforms)
Prior experience in a Partner Go-To-Market Strategy, Partner Solutions Engineering, Partner Sales or Services buildout
Recognized technical thought leadership (public speaking, blogs, whitepapers, conference talks)
Relevant certifications across HashiCorp, IBM and Cloud Service Provider platforms (AWS, Azure, GCP)
IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
#J-18808-Ljbffr