Staff Solutions Architecture Specialist, HashiCorp
Go-to-Market Specialist
Cloud-computing infrastructure provider
Be an early applicant
Cloud-computing infrastructure provider
1001+ employees
Be an early applicant
1001+ employees
Company mission
To help organizations to operate infrastructure in the cloud because it believes that infrastructure enables innovation.
Role
Who you are
- 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
- 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
- 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
- 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
- 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
- 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
Desirable
- 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
What the job involves
- 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
- 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
Our take
HashiCorp's software streamlines cloud operations for companies' teams, offering open-source solutions to facilitate cloud migration and utilization. Additionally, the company provides commercial versions of its tools, catering to businesses that prefer managed services.
With a pay-per-hour pricing model and adaptable products, HashiCorp enables companies to construct infrastructure spanning legacy systems, private clouds, and multiple cloud providers. its flagship product, Terraform, allows developers to create consistent rules, enhancing operational efficiency and reducing costs.
In a landscape increasingly reliant on AI and automation, HashiCorp simplifies the intricate architecture of data center management, ensuring a rising demand for its services. The company remains committed to enhancing its platform with new features and improving operational efficiency to fuel continued growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Mar 2020
$175m
SERIES E
Nov 2018
$100m
SERIES D
Total funding: $349m
Company benefits
- Medical, dental & vision
- Life & disability insurance
- Flexible spending account (FSA)
- Vacation and Other Leaves
- 401(k)
- Family Expansion Benefit
- Maternity and Parental Leave
- Expanded Mental Health Support
Company HQ
The East Cut, San Francisco, CA
Leadership
Mitchell Hashimoto
(Co-Founder)Has worked as CEO and CTO of the company. Was previously Operations Engineer at Kiip, and a Developer at CitrusByte.
Armon Dadgar
(Co-Founder & CTO)Former Software Engineer at Kiip. Worked as a Software Development Intern at Amazon.
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