Solution Engineer

About the Role

At IBM, Solutions Engineers modernize how organizations build, secure, and operate their technology environments. As a Solutions Engineer supporting the HashiCorp portfolio, you will work directly with customers to solve complex challenges across infrastructure automation, cloud security, and platform engineering. You will help organizations realize the value of solutions such as Terraform, Vault, Consul, and Boundary, enabling them to deliver applications and infrastructure more efficiently and securely. IBM is looking for someone who brings technical curiosity, strong communication skills, and a genuine commitment to customer success, with opportunities to influence technology strategies, collaborate with talented professionals, and help customers achieve meaningful business outcomes.

Key Responsibilities

• Customer Discovery and Solution Design: Lead technical and business discovery engagements to understand customer challenges, identify high-value use cases, and recommend solutions aligned with their business and technology objectives.
• Technical Validation and Demonstrations: Design and deliver compelling technical presentations, product demonstrations, proofs-of-concept (POCs), and workshops that establish technical fit and demonstrate measurable business value.
• Customer Adoption and Deployment: Guide customers through successful onboarding and production-ready deployments, coordinating with internal IBM specialists and customer stakeholders to address architectural, operational, and implementation challenges.
• Value Realization and Consumption: Develop and execute technical adoption plans, establish measurable consumption and use-case milestones, monitor progress, and proactively address barriers to adoption.
• Customer Growth and Expansion: Identify opportunities to extend the value of existing investments by introducing new capabilities, workflows, and complementary products based on evolving customer needs.
• Technical Enablement: Educate customers through technical workshops, architecture reviews, strategy sessions, and hands-on guidance that help their teams build confidence and proficiency.
• Cross-Functional Collaboration: Work closely with IBM sales, technical specialists, product teams, customer success, and other resources to navigate complex customer challenges and drive successful outcomes.
• Ownership and Accountability: Take responsibility for customer outcomes, whether delivering directly or coordinating the people and resources necessary to achieve success.
• Continuous Improvement: Maintain technical proficiency, stay current with emerging technologies and industry trends, and actively contribute knowledge, insights, and best practices to the broader team.

Requirements & Tech Stack

• Demonstrated experience in a customer-facing technical role, such as Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or a comparable position.
• Ability to conduct effective technical discovery, translate customer requirements into actionable solutions, and clearly articulate technical and business value.
• Experience presenting technical concepts, delivering demonstrations, or guiding technical evaluations for audiences with varying levels of technical expertise.
• Strong problem-solving skills with the ability to navigate ambiguity, competing priorities, and complex technical or organizational challenges.
• Excellent written and verbal communication skills, including the ability to communicate effectively with engineers, architects, technical leadership, and business stakeholders.
• Proven ability to build relationships, collaborate across teams, and coordinate resources to achieve shared customer objectives.
• Strong sense of ownership, accountability, and commitment to delivering measurable customer outcomes.
• Demonstrated commitment to continuous learning, professional development, and adapting to new technologies and approaches.
• Foundational understanding of enterprise IT infrastructure, cloud computing, software delivery, or related technical disciplines.
• Ability to work effectively in a dynamic, customer-facing environment, independently managing priorities while contributing to broader team objectives.

Preferred Education: Bachelor's Degree

Preferred Technical And Professional Experience

• HashiCorp Technologies: Experience with Terraform, HCP Terraform, Terraform Enterprise, Vault, Consul, Boundary, or related infrastructure automation and security solutions.
• DevOps and Platform Engineering: Understanding of modern software delivery practices, infrastructure as code (IaC), CI/CD pipelines, developer platforms, and platform engineering principles.
• Cloud and Hybrid Infrastructure: Hands-on experience with AWS, Microsoft Azure, Google Cloud Platform (GCP), VMware, or hybrid and multicloud architectures.
• Containers and Orchestration: Familiarity with Kubernetes, containerized application architectures, and cloud-native infrastructure.
• Security and Identity: Knowledge of secrets management, identity and access management (IAM), privileged access management (PAM), workload identity, or related cloud security practices.
• Software Development Workflows: Experience with Git, version control systems, GitOps, and common development and deployment workflows.
• Technical Delivery: Experience designing and executing proofs of concept, facilitating hands-on workshops, evaluating solution architectures, or supporting enterprise technology adoption.
• Enterprise Customer Engagement: Experience working with large organizations to navigate complex technical environments, multiple stakeholder groups, and organizational change.
• Business Value and Adoption: Experience translating technical capabilities into business outcomes, establishing adoption milestones, measuring solution utilization, or identifying opportunities to expand existing implementations.

Location: Hybrid (remote) with some in-office days required; candidate should reside in the San Francisco Bay Area. Ability to travel nationally on occasion based on business and customer requirements.