Regional Director, Solutions Engineering

HashiCorp
Dallas, TX
30+ days ago

Job Description

About the Role

The Regional Director role is a Solutions Engineering Leadership function that leads a team of SEs responsible for developing, managing and closing business within the Strategic segment of the business. The Pre-Sales Solutions Engineers at HashiCorp work in a high performance team environment to drive business development and sales growth by providing technical expertise around DevOps, specifically in the context of many technical (development, operations, networking, and security) and executive audiences.

This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a region focusing on Strategic customers. The SE team helps our customer base validate desired business outcomes discovered through Sales campaigns that result in outcome achievement and realized value post-sale.

This role has direct responsibility to lead a regional team of technical individual contributors supporting our Enterprise Account Managers and focusing on customers, partners, and technology alliances to drive consumption of the HashiCorp product portfolio. This role will also be responsible for influencing strategic decisions on sales, go to market, product management, product marketing, overall long-term corporate vision, and leadership mentoring.

In this role you can expect to

  • Ensure revenue and hiring targets are hit within the bounds of ethics
  • Adopt and create new processes to ensure repeatability/scalability across the team and company
  • Work closely with Sales and cross-functional leadership to increase efficiencies across the organization
  • Build teams that can engage new and existing users of HashiCorp technology to educate and enable on how they can be more successful with our technology portfolio
  • Build and maintain a culture of excellence across that team that focuses on diversity and inclusion
  • Recruit, hire, onboard, and retain top talent by providing career development and performance management coaching to enable team members to meet and exceed objectives
  • Build a solid operating cadence and team/individual focus around Account/Opportunity planning, Demand Generation, Discovery & Qualification, Technical & Business Validation, and Success Planning KPIs within the Sales process
  • Align with EAM, SE, and CS leadership to ensure pre & post sale activities are properly executed
  • Build and maintain strong relationships with EAM, CS, and cross-functional Leadership to ensure overall Customer Success
  • Drive SE-led outbound Demand Generation activity within the team by making use of the tools available (enablement/education via Workshops, Health Checks, etc.)
  • Create a healthy pipeline of revenue and new logos for your team's target accounts
  • Ensure opportunities are accurately qualified based on MEDDPIC
  • Accurately forecast business on a monthly and quarterly cadence
  • Provide expert guidance and enable your teams on Development Operations (DevOps) concepts with a focus on infrastructure architecture, cloud, IT operations, security, and development technologies and processes
  • Establish and maintain a deep understanding of the overall HashiCorp technology portfolio and competitive landscape
  • Help foster an environment for ongoing strategic customer success
  • Work closely with key client executive decision makers on product evaluations to ensure the solutions/products meets client business objectives
  • Actively assist other Sales teams in pre-sales engineering responsibilities
  • Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful business outcomes
  • Manage complex Enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Network Operations
  • Align the value of the overall HashiCorp solution to the customer's business needs, challenges, and technical requirements
  • Execute solution and value selling to existing customer base and new prospects
  • Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
  • During normal business operations, regular domestic air travel is required 3-4 days a week - in region

You may be a good fit for our team if you have

  • 5+ years formal SE leadership experience building and leading high performance SE teams
  • Proven experience in recruiting, developing, and leading SE teams
  • Consistent overachievement on Sales/SE KPIs
  • History of recruiting and developing ICs on your teams in high growth companies
  • Track record in closing large, complex deals across verticals in the Fortune 500 down through the Global 2000
  • Possess well-developed communication and presentation skills; able to communicate at the CxO level
  • Integrity and "lead by example" mentality are hallmarks of your leadership style
  • Humility with an infectious intellectual curiosity to be a constant learner vs. the smartest person in the room
  • Believe in a metrics driven approach to Sales success and a history of using that belief to create your successes
  • Significant Enterprise Sales and customer development experience
  • Experience in Open Source Software and DevOps business models
  • Experience in value selling methodologies
  • Proficient in concepts around Cloud and infrastructure automation
  • Creation and execution of quarterly and annual business plans
  • History of accurate forecasting and business reporting alongside Sales leader counterpart
  • Significant experience in selling disruptive technology into focused markets
  • Experience in working with Salesforce and other sales oriented tracking tools
  • Physically reside in the geography you would be leading with the expectation to travel 3-4 days a week during normal business operations*

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.


#LI-MF1 #LI-REMOTE

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