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For Companies At a Glance
- Tasks: Lead technical go-to-market strategies and develop innovative solutions for enterprise customers.
- Company: Join HashiCorp, an IBM company, revolutionising cloud infrastructure with cutting-edge automation products.
- Benefits: Enjoy flexible work options, competitive salary, and opportunities for professional growth.
- Why this job: Be part of a dynamic team driving innovation and making a real impact in the tech industry.
- Qualifications: 7+ years in tech business development; strong understanding of cloud infrastructure and enterprise solutions.
- Other info: HashiCorp values diversity and is committed to equal employment opportunities.
The predicted salary is between 48000 - 72000 £ per year.
Staff Solutions Architecture Specialist (Go-to-Market Specialist)
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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.
“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement .”
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Life at HashiCorp
HashiCorp, an IBM company is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world\’s most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.
At HashiCorp, an IBM Company, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We\’re building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.
HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.
HashiCorp is committed to providing reasonable accommodations to qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please reach out to
We comply with all laws and regulations set forth in the following posters:
Note: some benefits may differ from one country to another.
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Staff Solutions Architecture Specialist (Go-to-Market Specialist) employer: HashiCorp, Inc.
Contact Detail:
HashiCorp, Inc. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Staff Solutions Architecture Specialist (Go-to-Market Specialist)
✨Tip Number 1
Familiarise yourself with HashiCorp's product offerings and their integration with IBM solutions. Understanding how these technologies work together will help you articulate their value to potential customers during discussions.
✨Tip Number 2
Network with professionals in the field, especially those who have experience with go-to-market strategies in enterprise technology. Engaging with industry experts can provide insights and connections that may be beneficial during the application process.
✨Tip Number 3
Stay updated on the latest trends in cloud infrastructure, security, and AI solutions. Being knowledgeable about current market dynamics will enable you to discuss relevant topics confidently and demonstrate your expertise in interviews.
✨Tip Number 4
Prepare to showcase your experience in cross-functional collaboration. Be ready to share specific examples of how you've successfully worked with diverse teams to bring complex solutions to market, as this is a key aspect of the role.
We think you need these skills to ace Staff Solutions Architecture Specialist (Go-to-Market Specialist)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in technical business development and go-to-market strategies. Emphasise your familiarity with cloud infrastructure, security, and enterprise software markets, as these are crucial for the role.
Craft a Compelling Cover Letter: In your cover letter, clearly articulate how your background aligns with the responsibilities of the Staff Solutions Architecture Specialist role. Use specific examples to demonstrate your success in leading go-to-market initiatives and your ability to bridge technology and business.
Showcase Communication Skills: Since outstanding written and verbal communication skills are essential, consider including samples of your work, such as solution briefs or presentations, that showcase your ability to convey complex ideas effectively to business audiences.
Highlight Cross-Functional Collaboration: Provide examples of past experiences where you successfully collaborated across different teams, such as Product, Sales, and Marketing. This will demonstrate your ability to coordinate complex initiatives and bring new solutions to market.
How to prepare for a job interview at HashiCorp, Inc.
✨Understand the Role
Make sure you have a solid grasp of what a Staff Solutions Architecture Specialist does, especially in the context of go-to-market strategies. Familiarise yourself with HashiCorp's products and how they integrate with IBM's offerings.
✨Showcase Your Technical Expertise
Be prepared to discuss your technical background in cloud infrastructure, security, and enterprise architecture. Highlight specific projects where you've successfully translated complex technical solutions into business value propositions.
✨Demonstrate Cross-Functional Collaboration
Provide examples of how you've worked with diverse teams, such as Product, Sales, and Marketing, to bring solutions to market. Emphasise your ability to coordinate complex initiatives and communicate effectively across different stakeholders.
✨Prepare for Business Acumen Questions
Expect questions about enterprise IT buying processes and how you’ve built compelling business cases in the past. Be ready to discuss ROI models and competitive analysis that you've conducted to support your go-to-market strategies.
