About the Role: The Solutions Architecture (SA) organization at HashiCorp serves as solution subject matter experts, providing technical guidance at strategic points throughout the lifecycle of our partnership with our Customers. As a technical specialist overlay, we collaborate across multiple functions, including Sales, Solution Engineering, R&D, Value Engineering, Marketing, and Professional Services, to help clear technical blockers, optimize solution design, and accelerate time-to-value for Customers adopting HashiCorp solutions.
As a Solutions Architect Specialist (Customer Adoption), you will focus on driving customer success and adoption of HashiCorp solutions. You will serve as a domain expert, providing customers with technical guidance at strategic points during their journeys with HashiCorp. Your role will involve helping customers take advantage of the HashiCorp stack to gain operational efficiencies, and cost savings, reduce risk, and continue to innovate in a multi-cloud world.
Key Responsibilities:
- Collaborate with the account team to develop and execute go-to-market strategies for existing strategic customers.
- Provide technical expertise and guidance to support customer success and adoption of HashiCorp solutions.
- Lead initiatives to drive product uptake and value realization, focusing on onboarding, adoption, and renewals.
- Capture and share best-practice knowledge, sales, and delivery content amongst the HashiCorp community.
- Work closely with cross-functional teams, including sales and solutions engineering, to align technical strategies with customer objectives.
- Participate in workshops, reviews, and presentations to educate internal teams on best practices and customer needs.
- Proactively identify opportunities to enhance customer value and mitigate risks to renewals.
- Contribute to the continuous improvement of customer-facing processes and technical motions.
- This is a customer-facing role. You may be required to travel to client locations to deliver on engagements when needed, but most work will be delivered virtually.
Qualifications:
- 5+ years of experience in technical account management, solution engineering, or technical consulting in customer-facing roles.
- Expertise in two or more technical domains (system administration, networking, DevOps, security, containerization, automation).
- Experience in one or more functional domains (e.g., architecture, operations, technical implementation, consulting).
- Bachelor's degree in engineering or equivalent experience.
- Experience creating technical content such as architectural blueprints and best practices.
- Experience handling and defusing customer objections.
- Ability to work well in a highly dynamic environment that focuses on providing outstanding customer service.
- Experience planning projects and leading customers through the implementation of highly technical products.
- Excellent communication skills, with the ability to convey technical concepts effectively.
- Strong problem-solving abilities, with a focus on delivering value-based outcomes.
- Experience collaborating with cross-functional teams.
- Familiarity with HashiCorp products or similar tools is highly preferred.
- Ability to thrive in a dynamic, fast-paced environment with a focus on customer satisfaction.
- Comfortable working collaboratively with account teams and occasional travel as needed.
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