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HashiCorp Ecosystem GTM Specialist

July 1, 2026

Introduction 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. The HashiCorp Regional Ecosystem Go-To-Market team is part of the HashiCorp Regional or Theater sales organization. The team’s goal is to accelerate the topline or revenue growth of the HashiCorp set of products and services and ensure HashiCorp becomes IBM’s most successful acquisition ever by reaching over $1B in revenue by the end of 2026. The Regional Ecosystem team’s goal specifically is to enable this revenue growth through the various routes-to-markets within the Partner Ecosystem – leverage Value-added Resellers and Distributors to extend our sales reach, activate Global SIs, regional specialist SIs and technology alliances to amplify our value proposition with clients, and to partner with the Cloud-Service Providers (AWS, Azure, GCP, etc.) to accelerate the adoption of public, multi- and hybrid-cloud environments. Your Role And Responsibilities About the Role You will be a Subject Matter Expert on HashiCorp for our Ecosystem partners – VARs, VADs, SIs, Tech Alliances and CSPs. You must articulate the value proposition of the HashiCorp portfolio and bring technical knowledge to the ecosystem. You will partner closely with the HashiCorp Worldwide Ecosystem Strategy team, Regional Ecosystem Go-To-Market team and your local regional sales leaders to establish a GTM playbook – offerings and value propositions and customize it for various markets in your region. You will also partner closely with the IBM Ecosystem Sales team by enabling and training them on HashiCorp products and their value propositions. Concurrently you will work to bring the IBM Ecosystem team up to speed with the latest value propositions for HashiCorp, while activating and further building existing and new IBM partner’s HashiCorp practices. After a successful first year in this role, you will have accomplished the following: <ul><li>Delivered on the overall ACV bookings and revenue targets for your region </li><li>Grown the resale and distribution of HashiCorp products via our partner ecosystem </li><li>Grown the bookings and revenue transacted through our CSP marketplaces (AWS, Azure, Google) </li><li>Delivered technical and business (value proposition) enablement for the IBM Ecosystem sales team </li><li>Activated and grew the HashiCorp practices (resell and services delivered by the partner) within key partners </li></ul>Required Technical And Professional Expertise What you will do (responsibilities) <ul><li>Aligned with our R&D, Product and TFO (Technical Field Organization) teams to stay current on latest HashiCorp innovations, features, and integration with the broader IBM technology portfolio </li><li>Work with the Worldwide Ecosystem Strategy team to craft regional and market-specific plans for the areas you cover </li><li>Work with Regional Ecosystem Go-To-Market team to grow incremental revenue</li><li>Train and enable the IBM Ecosystem Sales team on HashiCorp </li><li>Work with key partners in the VAR/VAD/SI ecosystem to maintain and build HashiCorp practices (resale and/or services) </li><li>Work with the local CSP/Hyperscaler teams to grow the Marketplace business </li></ul>Preferred Technical And Professional Experience What you will need (preferred qualifications) <ul><li>5-10 years of direct or partner sales experience </li><li>Experience working in SaaS or Cloud Infrastructure </li><li>Ability to work with sales leadership to create a GTM plan – Anchor on a topline target, determine the top levers and tactics and develop an execution plan that is catered for a specific market or geography </li><li>Interpersonal skills to work cross-functionally with different audiences – Partners, IBM Ecosystem Sales teams, R&D and Product, Direct Sales teams, etc. </li><li>Technical Product Knowledge, Cloud Knowledge</li><li>Great communication skills to deliver technical and business training to sales teams and Partners </li><li>Experience working with or for AWS, Azure or GCP is a plus</li></ul>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

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With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

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Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...