Senior Solutions Engineer (HashiCorp)

The Mission Build the future of Cloud and Non-Human Identities in Australia and New Zealand. At HashiCorp, now part of IBM, we are the control plane for securing Non-Human Identities of AI workloads and Doing Cloud Right. Our SaaS and self-managed solutions are de facto standards for zero-trust security lifecycle management and zero-touch infrastructure delivery, used by the most innovative and demanding companies on the planet. We are looking for a Senior Solutions Engineer to be our force multiplier in the Australia and New Zealand market and serve as our customers' trusted technical advisor, helping to identify customer challenges, capture critical business requirements, and provide prescriptive solutions based on established best practices. We place customers at the centre, always striving to help them succeed by driving technical success, upholding all commitments, and delivering value with every interaction. Introduction The Solutions Engineering team serves as the primary technical resource and internal advocate for all customers at HashiCorp. Through consultative engagement, we identify customers’ challenges and business requirements, establish a technical maturity roadmap, and leverage our product expertise to propose solutions that meet their needs. As trusted technical advisors, we work closely with our customers to help them achieve their target outcomes and realise the full value of the HashiCorp solutions they’ve implemented. As a Senior Solutions Engineer, you will focus on established markets across Australia and New Zealand. You will partner closely with your Sales counterpart as an account pod, co-owning a defined territory of named accounts and supporting the entire customer journey lifecycle, from pipeline creation and technical wins to onboarding, driving consumption, and ensuring successful renewals. Together, you will build and execute account plans; you will own the technical strategy, technical wins, and champion development within those accounts, and share responsibility for adoption, expansion, and renewal health. What You’ll Do (Responsibilities)

• Serve as a strategic advisor: act as HashiCorp’s technical authority and trusted advisor for hybrid and multi-cloud solutions to dedicated key accounts, engaging both hands-on engineering teams (e.g. DevSecOps, Security, Platform Engineering) and C-level business and economic stakeholders.
• Build and nurture relationships: establish and maintain trusted relationships with technical stakeholders, practitioners, champions, and executive decision-makers across your accounts.
• Engage, architect and influence: drive strategic application, technology, and infrastructure decisions through compelling presentations, architectural design sessions, customised demos, and hands-on workshops.
• Drive value realisation: guide customers through their cloud adoption journey, designing technical solutions aligned with their strategic priorities and multi-year programs; lead product evaluations, proof-of-concept engagements, and project rollouts to agreed success criteria.
• Demonstrate business value: articulate and prove the business value of HashiCorp solutions (e.g. Vault, Terraform, Consul) in solving the real needs of end users, through discovered, business-aligned metrics and impact conversations.
• Provide authoritative guidance: offer expert-level advice on modern technology practices, including Infrastructure as Code (IaC), Identity and Access Management (IAM), cloud architecture, container orchestration (Kubernetes/OpenShift), and security automation within DevSecOps and the broader SDLC.
• Drive adoption and expansion: own customers’ return on investment within adopted products and promote the adoption of multi-product, integrated solutions that increase the value of the IBM partnership.
• Orchestrate the wider team: engage the broader HashiCorp Solutions Engineering, Solutions Architecture, and Customer Lifecycle Management organisations, as well as our partner ecosystem, to drive the best outcomes for the customer.
• Partner cross-functionally: collaborate with Solutions Architects, Customer Success, Professional Services, Product Management, Engineering, and Support to ensure customers realise value and HashiCorp receives market feedback from the field.
• Maintain technology expertise: establish and maintain a deep understanding of the HashiCorp portfolio, the partner solutions ecosystem, and the competitive landscape, and be confident in HashiCorp’s advantages. We are seeking candidates with deep technical expertise and strong communication skills. We strongly encourage practitioners (e.g., Senior SREs, DevSecOps Leads, Platform Engineering Leads) with strong communication and presentation skills who are looking to transition into a customer-facing business role to apply!
• Experience: 5+ years in a Technical Pre-Sales / Sales Engineering role, OR equivalent hands-on experience in senior DevSecOps, Senior SRE, or Cloud Architecture roles. Experience deploying or implementing solutions in large-scale, strictly governed, change-controlled, or regulated enterprise environments is a must.
• Infrastructure as Code (IaC): expert proficiency with IaC principles. Hands-on, preferably production, experience with Terraform is mandatory.
• Cloud: deep expertise in at least one major cloud provider (AWS, Azure, or Google Cloud), including the core services of a standard landing zone (VPC, IAM, compute, managed Kubernetes).
• Container orchestration: strong, practical experience with Kubernetes, including managed services such as EKS, GKE, or AKS.
• DevSecOps and IAM principles: demonstrated experience with CI/CD pipeline architecture (e.g. Jenkins, GitLab CI, Azure DevOps) and methods of pan-environment Authentication, Authorisation, and Accounting (AAA), encryption, and security for distributed services (e.g. mTLS, PKI, JWT, JIT).
• Communication and influence: excellent verbal and written communication skills, with a proven ability to convey complex technical concepts to diverse audiences, from engineers to executives, both formally and idiomatically.
• Travel: regular travel to customer sites within Australia and New Zealand, with occasional international business travel as required.
• HashiCorp portfolio: hands-on experience with at least two solutions of the HashiCorp stack (e.g. Vault, Terraform, Boundary, etc.), certified at Associate level or above.
• Regulated environments: understanding of the security architecture requirements imposed by regulatory and advisory frameworks in Australia and New Zealand (e.g. APRA CPS 234 / CPS 230, ACSC Essential Eight, ISM), and what controls must be integrated into delivery (CI/CD), AAA, and data-flow pipelines.
• Ecosystem tooling: knowledge of the wider tooling ecosystem, such as CI/CD tools, version control systems, observability stacks, and log monitoring.
• GenAI: experience with GenAI tooling, ecosystems, and challenges.
• Certifications: relevant industry certifications (e.g. CKA, AWS Solutions Architect Professional, or equivalent Google, Microsoft, or Red Hat certifications).
• A growth mindset. Australia Sales Hybrid Professional SYDNEY, AU SYDNEY (0008) IBM Australia Limited Amazon Web Services Architecture Boundary Communication Engineering International Business Jenkins Managed Services Delivery Pipelines Pre-sales Presentation Skills Sales Engineering Security Travel Accounting Azure Google Cloud Written communication Encryption Kubernetes Observability Site Reliability Engineering Terraform DevSecOps Infrastructure as Code Version Control Authorizations Continuous Integration/Continuous Delivery Red Hat Azure DevOps Professionalism Authentication Public Key Infrastructure Azure Kubernetes Service Microsoft Musical Orchestration GitLab CI Amazon Web Services Identity and Access Management Tooling Certified Professional Secretary Platform Engineering