This is a Business Value Services role with IBM based in Melbourne, VIC, AU IBM Role Seniority - senior More about the Business Value Services role at IBM Introduction About HashiCorp HashiCorp, as part of IBM, solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business. Now, partnered with IBM, we offer a broad suite of infrastructure and security related solutions which help our enterprise customers drive greater automation and efficiency, which sets them to take full advantage of the power of AI. HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be. Your Role And Responsibilities The Business Value Services team is a strategic team that is geographically aligned within the HashiCorp Sales organization and supports opportunity pursuits within our top accounts. We help our customers understand and document the “why change”. We also act as the vanguard of value at Hashicorp, sharing, scaling and evangelizing the business value of Hashicorp to the field organization. This in turn raises the level of value selling and value realization across HashiCorp. This individual contributor will help our customers maximize the impact of their investments in Hashicorp. Members of the Business Value team enjoy a broad and dynamic set of responsibilities. Preferred Education Bachelor's Degree Required Technical And Professional Expertise 8 years of formal value consulting, advisory services and/or IT consulting experience 12 years of combined work experience in IT strategy consulting, management consulting, information technology and/or value consulting and/or enterprise software company Deep experience building credibility and relationships with client CIOs and business executives Deep expertise and experience in independently driving credibility, rapport and adoption of BVS within their sales region A self-starter who can evaluate their own BVS business and develop ways to address challenges related to adoption, sales/customer feedback, impact of deliverables, having the right offerings, etc. Excellent content creation and presentation skills Proven collaboration capabilities Preferred Technical And Professional Experience Passion for one or more of these: thought leadership, financial models, sales enablement, deal structuring, storytelling through slides or sales strategy High energy , positive attitude, open minded and kind Demonstrated coaching and mentoring experience Well organized and analytical skills Structures ill-defined, vague problems, allowing the team to spend problem solving efforts in a focused way Before we jump into the responsibilities of the role. No matter what you come in knowing, you’ll be learning new things all the time and the IBM team will be there to support your growth. Please consider applying even if you don't meet 100% of what’s outlined Key Responsibilities Maximizing customer impact Value evangelizing Supporting opportunity pursuits Key Strengths Value consulting experience Relationship building Content creation and presentation skills Thought leadership Coaching and mentoring Analytical skills A Final Note: This is a role with IBM not with Hatch.
