Staff Solutions Engineer, Technical Interlock
Staff Solutions Engineer, Technical Interlock
The Staff, Technical Interlock role within the Value Engineering organization will play an integral part in the re-engineering of the WWTFO customer engagement model from pipegen to renewals.
This role will be cross-functional in nature and proactively work with the HashiCorp technical community to innovate and develop upon a great foundation supporting scale within the business. Technical Interlock will play a key role in aligning the field technical sales engineering organization with corporate R&D and Product Management in a bi-directional motion. This person will work closely within the product life cycle process ensuring the field is prepared for new product releases. You will be working closely with the portfolio strategists, technical readiness and enablement teams to optimize the execution for properly preparing the field for success. This person will also own Hashicorp Validated Design documents for a subset of products, incorporating the field’s best practices into clear guidance to our customers, enabling scale across the business, including providing a foundation our partners can utilize to build upon and help drive consumption of our products and services. This person will provide leadership in representing the field’s aggregated perspective cross-functionally and ensuring we have a multi-year vision with measurable impacts.
Qualified candidates will demonstrate the capability to excel in a fast-paced environment, demonstrate deep knowledge of a technical sales operation and the unique nuances operating across various functions, regions and measurable outcomes. Will lead by example, translate technical vision into results, become an agent for change, and emphasize a customer first attitude.
Responsibilities:
- Assess end to end customer technical journey, processes, tools, roles and responsibilities and develop a gap analysis between today and end-state.
- Direct the Hashicorp Validated Design (HVD) framework and vision for documents, ensuring the foundation of best practice guidance is in alignment with R&D and Product Marketing.
- Be the technical lead, driving interaction between Research & Development, Technical Program Management, and the Solutions Engineering & Architecture teams for a given product area, ensuring our overall priorities are delivered
- Lead a matrixed field SME team for feature request aggregation and feedback loops for a particular product.
- Collaborate with Portfolio Strategists, SEA leadership and the SME leaders to prioritize the cumulative field feature requests into actionable themes that align to customer value.
- Ensure HVDs are able to be utilized for field technical enablement, Academy, Enterprise Onboarding and Partner training delivery modules as well as demos, workshops, POVs and technical deep dive collateral.
- Ensure the HVDs align with the PMM Maturity Model and Sales plays across the ALEER framework (Acquire, Land, Extend, Expand and Renew)
- Execute on the Win/Loss program building a WWFTO wide quarterly report on wins and losses, using a data informed approach to outline actionable insights for continuous improvement.
- Working closely with the Value Engineering Programs team, ensure a consistent cadence is kept with appropriate cross-functional teams to ensure we are consistently focusing on what the field needs for improving operations, land win rates, NDE, and technical outcomes with R&D.
- Ability to work cross organizationally with multifunctional teams to be successful in executing a complex global strategy.
- Maintain change management strategy, sequencing of events and provide regular communication to sales management regarding important issues and material changes that could impact their sales regions.
- Build bridges between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one HashiCorp team!
Requirements:
- 6+ years pre-sales/customer success experience selling solutions to customers globally
- Must have demonstrable technical sales experience and understand the productivity levers of a tech sales function
- Run effective cross functional staff meetings with clearly defined goals and success criteria (right people, right goal, right numbers)
- Must be able to represent HashiCorp WWTFO leadership in all aspects of the business.
- Some cross-functional experience in Technical Customer Lifecycle functions - Enablement, Sales Engineering and Customer Success
- Although this role is strategic in nature, you need to have the ability to roll up your sleeves to get things done without explicit direction
- Excellent communication skills – written and oral. Ability to communicate complex ideas across different personas
- Comfortable leading change, developing processes, implementing procedures and working cross-functionally to achieve desired outcomes
- HashiCorp product experience a plus