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For Companies At a Glance
- Tasks: Lead innovative go-to-market strategies and develop solutions that drive customer success.
- Company: Join IBM, a leader in AI-powered cloud solutions with a collaborative culture.
- Benefits: Enjoy a hybrid work environment, competitive salary, and opportunities for professional growth.
- Why this job: Make a real impact by bridging technology and business in a dynamic team.
- Qualifications: 7+ years in tech business development and experience with enterprise solutions required.
- Other info: Be part of a diverse team committed to innovation and continuous learning.
The predicted salary is between 43200 - 72000 £ per year.
A career in IBM Software means you\’ll be part of a team that transforms our customer\’s challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world\’s leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp\’s offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM\’s cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.
Your role and responsibilities
The Advanced Architecture team is a highly strategic group within HashiCorp, an IBM Company (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 a Solution 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. Candidates for this role must be located in the NYC Metro area
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.
Required education
Bachelor\’s Degree
Preferred education
Master\’s Degree
Required technical and professional expertise
* 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.
Preferred technical and professional experience
* 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.
ABOUT BUSINESS UNIT
IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Job ID
59049
City / Township / Village
London
State / Province
London
Country
United Kingdom
Work arrangement
Hybrid
Area of work
Employment type
Regular
Position type
Professional
Some travel may be required based on business demand
Company
(8660) IBM United Kingdom Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
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Sales Staff Solutions Architecture Specialist Professional London, GB employer: IBM
Contact Detail:
IBM Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Staff Solutions Architecture Specialist Professional London, GB
✨Tip Number 1
Network like a pro! Reach out to folks in your industry on LinkedIn or at events. A friendly chat can open doors that a CV just can't.
✨Tip Number 2
Prepare for interviews by researching the company and its products. Knowing how IBM and HashiCorp tackle challenges will help you stand out as a candidate who gets it.
✨Tip Number 3
Practice your pitch! Be ready to explain how your skills align with the role. Show them you're not just a fit, but the perfect fit for their team.
✨Tip Number 4
Don't forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, we love seeing candidates who are proactive!
We think you need these skills to ace Sales Staff Solutions Architecture Specialist Professional London, GB
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the role you're applying for. Highlight relevant experience and skills that align with the job description, especially those related to technical business development and go-to-market strategies.
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about this role and how your background makes you the perfect fit. Don't forget to mention your understanding of IBM's solutions and how they can drive customer success.
Showcase Your Achievements: When detailing your experience, focus on specific achievements rather than just responsibilities. Use metrics where possible to demonstrate your impact, especially in areas like driving adoption programs or developing joint solutions.
Apply Through Our Website: We encourage you to apply through our website for a smoother application process. It helps us keep track of your application and ensures you don’t miss out on any important updates from us!
How to prepare for a job interview at IBM
✨Know Your Stuff
Make sure you have a solid understanding of HashiCorp's offerings and how they integrate with IBM's solutions. Brush up on the latest trends in cloud technology, infrastructure automation, and security. This will help you articulate how your skills can directly address the challenges faced by potential clients.
✨Showcase Your Experience
Prepare to discuss specific examples from your past roles that demonstrate your ability to develop and execute go-to-market strategies. Highlight any experience you have with enterprise technology solutions, especially those related to AI and hybrid cloud environments, as this will resonate well with the interviewers.
✨Ask Insightful Questions
Interviews are a two-way street! Prepare thoughtful questions about the team’s current projects, challenges they face, and how they measure success. This shows your genuine interest in the role and helps you gauge if the company culture aligns with your values.
✨Emphasise Collaboration
Since this role involves cross-functional collaboration, be ready to discuss how you've successfully worked with different teams in the past. Share examples of how you’ve bridged the gap between technical and business aspects to drive successful outcomes, as this is crucial for the position.