**Introduction** HashiCorp, as part of IBM, solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business. Now, partnered with IBM, we offer a broad suite of infrastructure and security related solutions which help our enterprise customers drive greater automation and efficiency, which sets them to take full advantage of the power of AI. **Your role and responsibilities** The Business Value team is a strategic team that is geographically aligned within the HashiCorp Sales organization and supports opportunity pursuits within our top accounts. We help our customers understand and document the "why change". We also act as the vanguard of value at Hashicorp, sharing, scaling and evangelizing the business value of Hashicorp to the field organization. This in turn raises the level of value selling and value realization across HashiCorp. This individual contributor will help our customers maximize the impact of their investments in Hashicorp. Members of the Business Value team enjoy a broad and dynamic set of responsibilities. In this role you can expect to... * Successfully position and articulate the why, what and how of a value engagement to customer and prospects and convey how this helps them with their evaluation and justification of addressing their infrastructure and security initiatives * Consultative Engagements: Partner with account teams and customers to frame and address complex business challenges through data-driven insights, focusing on cost optimization, performance enhancement, and revenue gain * Engage programmatically with Regional Sales Leadership to qualify/select high value opportunities, and build a plan to engage on each of those to help create the proper customer validated collateral to drive deal acceleration and increased transaction size. * Drive consistent and repeatable processes to strategically and financially support decisions for our largest opportunities. * Drive the Strategic Pursuits cadence process with things like Big Deal Reviews 2x quarterly with regional leaders to ensure we are making appropriate progress against those, and that we have the proper customer focused financial outcomes documented as a part of the proposal and selling document(s). * Drive strategic deal thinking, best practice sharing and extended team collaboration. * Work with Sales Enablement to build out proper training content to ensure maximum usage and value. * Ensure we are going back and "Validating the Value" associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral. **Required technical and professional expertise** You may be a good fit for our team if you have… * 8+ years of formal value consulting, advisory services and/or IT consulting experience * 12+ years of combined work experience in IT strategy consulting, management consulting, information technology and/or value consulting and/or enterprise software company * Deep experience building credibility and relationships with client CIOs and business executives * Passion for one or more of these: thought leadership, financial models, sales enablement, deal structuring, storytelling through slides or sales strategy * High energy , positive attitude, open minded and kind * Demonstrated coaching and mentoring experience * Deep expertise and experience in independently driving credibility, rapport and adoption of BVS within their sales region * A self-starter who can evaluate their own BVS business and develop ways to address challenges related to adoption, sales/customer feedback, impact of deliverables, having the right offerings, etc. * Excellent content creation and presentation skills * Proven collaboration capabilities * Well organized and analytical skills * Structures ill-defined, vague problems, allowing the team to spend problem solving efforts in a focused way 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. IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.