Theater Field CTO, HashiCorp

Location: Germany, France, UK, with the ability to travel up to 50% of the time

About the team

The Theater Field CTO role is a high-impact position focused on leading a growing team of Field CTO who deliver executive-level engagement, field enablement, and provide strategic product feedback. 

As Theater Field CTO, you act as an extension of the CTO and CEO to strategically enable and support sales teams by building pipelines, closing opportunities, and maintaining long-term relationships with customer leadership teams. You are a trusted advisor to our customers, providing business, technical, and organizational guidance and thought leadership to drive customer outcomes.   You work closely with regional sales leadership to focus your team on top-priority accounts within the theater that have a significant pipeline impact. You may also serve as an FCTO, acting as a technical leader and executive sponsor for key accounts, where you have a deep understanding of the customer's technical landscape and can articulate how HashiCorp's products drive their business success. You also broadly influence the strategic direction for customer messaging through collaboration with the Strategy team, R&D, the broader field, and industry events. 

You are a trusted advisor to your team, our customers, providing business, technical, and thought leadership to drive the adoption and success of the Field CTO team and HashiCorp products and services.

Illustrating the impact of the HashiCorp Field CTO function operationally, and the team’s impact is a strength of yours. You and your team showcase the power of the product portfolio through customer outcomes, while also demonstrating thought leadership and technical expertise through participation in webinars, speaking events, roundtables, white papers, marketing events, advisory boards, and executive briefings. Dynamic communication and presentation skills amongst varied audiences of both business and technology leaders are critical for success in this role, and you should be as adept at engaging with IBM and the customer’s C-level executives as you are at working closely with internal product and engineering teams.    As a Theater Field CTO, you contribute to public and internal messaging of the HashiCorp principles and tech vision to existing and potential customer executives and decision-makers, and enable the Field CTO team, and secondarily, other internal teams and partners, to elevate the product narrative. As a Theater Field CTO, you are regarded as a business and technical thought leader at HashiCorp and a well-rounded technologist by the Field CTO team you serve, as well as customers and the broader IBM community.
What you’ll do (responsibilities) Work closely alongside your Field CTOs as they strive to improve customer outcomes across the geography assigned. Work across IBM business units to ensure the proper placement and enablement of the Field CTOs in your care, ensuring clean messaging, understanding, and accuracy as the team executes in the field. As a people manager, ensure a work-life balance to continue developing the team while  minimizing attrition through an enjoyable work environment. Care for your team. Work closely with field marketing teams to spread awareness and support pipeline building through customer touchpoints (roundtables, workshops, etc.), conferences, strategic events, blogs, webinars, and whitepapers, among other opportunities. Aggregate and synthesize customer feedback on product messaging, pricing, and capabilities, and communicate those findings to the relevant internal organizations (sales, marketing, R&D, enablement, services). Coordinate with the regional sales team to establish relevant relationships and act as a technical lead and trusted advisor to accelerate the pipeline for strategic accounts. Understand the customer's technical, people, and process needs, and articulate how HashiCorp's products can meet those needs for the enterprise. Work closely with the field teams to identify opportunities for product adoption, expansion, and extension within their accounts, to communicate a unified vision, and to collaborate through thought leadership. Collaborate with product and marketing teams to provide feedback on customer needs and pain points, ensuring our products' proper future direction and success. Drive customer CISO/CxO engagements with the field teams. Validate and contribute to technical materials, best practices, etc., based on field experience, to continuously up-level and enable our internal stakeholders. Lead executive briefings and advisory boards with customers, partners, and prospects. Educate, mentor, and promote upskilling within the sales and customer success teams on HashiCorp's products through internal enablement efforts.   What you’ll need (basic qualifications) You have an Engineering/CS/MIS Bachelor’s Degree, a military leadership position, or 10+ years of relevant industry experience Have a history of executive engagement or served at an executive level Enjoy speaking in front of crowds, from small to very large, virtually and in-person Are a well-rounded SME with technical depth in cloud automation, DevOps, and security Have recent industry experience and a deep technical background in DevOps & infrastructure automation tooling Have a high-level understanding of the design principles for distributed computing architectures Have the ability to interact with and influence business decision-makers (CxO) and technical decision-makers within the Global 2000 Have experience leading or selling to large enterprise environments Can understand and communicate the value proposition of strategic and tactical solutions for complex enterprise use cases Can participate in dynamic conversations around sales mechanics that will enable you to influence key stakeholders positively Have the ability to act as an industry thought leader in both customer meetings and public settings Excel at staying close to industry trends to gain a deeper product understanding Have strong verbal, written, and visual communication and presentation skills, particularly in ad-hoc situations (comfortable on a whiteboard) Have the will and ability to travel up to 50% #LI-remote #LI-LH1

“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement.”