Solutions Engineer Manager - Public Sector

HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build tools to ease these decisions by presenting solutions that span the gaps. Our tools manage both physical machines and virtual machines, Windows, and Linux, SaaS and IaaS, etc.

As a Public Sector Pre-Sales Solutions Engineer Manager at HashiCorp, you will lead a high performance SE team and you and your team will work in a high performing sales environment to drive business development, opportunity demand creation, sales, revenue attainment, territory growth, and customer success, by providing pre-sales technical expertise to meet and exceed customer challenges, issues, and objectives. The Public Sector Pre-sales SE Manager primary objective is to build, manage, and enable a strong SE team, in conjunction and support of Public Sector Sales Leadership, so that the SE Manager and SE Team will successfully drive sales and meeting/exceeding revenue by evangelizing HashiCorp technology solutions, creating demand, and associating technical value to address/solve customer challenges. The principle focus on driving adoption of HashiCorp solutions to enable Hybrid/Multi-Cloud solutions, Public Sector DevOps/DevSecOps initiatives, rapid application deployments, specifically in the context of multiple technical (development. operations, and security) and executive audiences. In addition, the Public Sector Pre-Sales Solutions Engineer Manager will engage in events and opportunities to evangelize HashiCorp technology, create demand, and build opportunity pipelines across multiple governmental and educational entities across a broad spectrum of environments.

• Lead an SE Team of domain experts in Hybrid/Multi-Cloud solutions for the Public Sector sales team and technical lead on strategic client relationships in the assigned Public Sector territory
• Lead pre-sales SE Team that drives technical and sales activities including technical discovery, technical value proposition, architectural guidance, solution advocacy, sales campaign support and ongoing client relationships
• Build, enable, and manage the Public Sector SE Team in support of sales teams and ensure sales and SE best practices are implemented (Success Planning, etc.)
• Manage and ensure effective Public Sector SE sales/territory mapping and coverage
• Coach, guide, mentor, support and enable the Public Sector SE Team members to maximize sales and technical proficiency, professional growth, and overall success
• Plan and conduct SE Team one on one meetings, effective development planning, performance tracking and reviews, and enable SE overall success
• Work closely with Public Sector sales leadership in planning, initiatives, coverage, sales tactics/strategies, support, and enablement for rapid growth
• Work with Public Sector sales leadership to help manage opportunities to closure and provide account planning and direction
• Manage and coordinate with sales and Customer Success to ensure Public Sector customer rapid and successful adoption of HashiCorp products and resolution of issues and escalations
• Establish and drive technical sales best practices to create demand, progress opportunities, and win the technology (Success Plans, Why Now/Why HashiCorp, etc.)
• Initiate. drive. and manage the creation of Public Sector artifacts (white papers, demos, etc.) and participation in appropriate events to help evangelize HashiCorp technology, create demand and drive sales
• Enable and empower Public Sector sales team on effective messaging and positioning of solutions
• Drive, message, track Public Sector business and technical needs and initiatives to key internal teams and management within HashiCorp
• Ability to provide expert guidance on Hybrid/Multi-Cloud and DevOps/DevSecOps concepts and solutions with strong skill sets in Public Sector IT Enterprise infrastructure architecture, cloud and SaaS, IT operations, security, and development technologies and processes
• Establish and maintain an understanding of the overall HashiCorp technology portfolio and the competitive landscape
• Help foster an environment for ongoing strategic customer success across multiple governmental agencies and IT environments
• Work closely with SE Team to support key client executive decision makers on product evaluations and proof of concepts to ensure the solutions/products meets client objectives
• Clear understanding of Public Sector operational environments, regulatory requirements, and constituency application deployment objectives, initiatives, and challenges
• Actively assist other Sales teams in pre-sales technical, sales, initiatives and efforts

• 7+ years Public Sector Technical Pre-Sales Engineering Management experience (or equivalent) and 5+ years Pre-Sales successful SE experience
• Experience in building and managing high performing teams
• Experience in sales processes, best practices, training, and sales enablement preferred
• Knowledge of or experience with broad and diverse Public Sector IT and enterprise operational environments, security, compliance, and regulatory requirements preferred
• B.S. degree in an engineering, computer science/architecture, or similar program from an accredited college / university preferred or equivalent experience
• Proficiency in understanding and effectively articulating concepts, technologies, and value, in Hybrid/Multi-Cloud, DevOps/DevSecOps, IT operations, security, cloud adoption, microservices, containers, Enterprise to Edge, and orchestration/scheduling platforms
• Proficiency and/or knowledge of existing HashiCorp tools such as Vagrant, Packer, Terraform, Consul, Nomad, Vault and others
• Proficiency and/or knowledge of Public Sector cloud operating environments (Gov Cloud, FedRAMP/FISMA, secure clouds, etc.) and others, preferred
• Experience with designing and implementing enterprise infrastructure, software products, cloud based applications, or solutions in large and dynamic Public Sector enterprise IT environments
• Ability to self initiate and work well in a remote, highly dynamic / sales team environment that focuses on providing above industry standard customer service
• Ability to effectively team with internal organizations, partners, value added resellers, and SME teams to drive and support sales efforts, campaigns, and events
• Domestic and occasional international travel required
• US Citizenship and Clearance required

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