Description

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

A career in IBM Software means you'll be part of a team that transforms our customers' challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native, and hybrid software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team advocating for lifecycle management of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

As a Public Sector/Federal Pre-Sales Solutions Engineer at HashiCorp, an IBM company, you will work in a high-performance team environment to drive business development, opportunity demand creation, sales, revenue attainment, territory growth, and customer success by providing pre-sales technical expertise to meet and exceed customer challenges, issues, and objectives. The Fed pre-sales SE's primary objective is to associate HashiCorp technical value to address and solve customer challenges with a principal focus on driving hybrid/multi-cloud solutions, Fed DevSecOps initiatives, rapid mission/application deployments, specifically in the context of multiple technical and executive audiences.
* Lead as a domain expert in hybrid/multi-cloud solutions for the Federal sales team and technical advisor on strategic client relationships in Federal accounts
* Lead pre-sales technical and sales activities, including technical discovery, technical value proposition, architectural guidance, solution advocacy, sales campaign support and ongoing client relationships
* Ability to provide expert guidance on hybrid/multi-cloud and DevSecOps concepts and solutions with strong skill sets in Federal IT Enterprise infrastructure architecture, cloud, IT operations, security, and development technologies and processes
* Establish and maintain a deep understanding of the overall HashiCorp technology portfolio and the competitive landscape
* Help foster an environment for ongoing strategic customer success
* Work closely with key client executive decision makers on product evaluations and proof of concept projects to ensure the solutions/products meet client objectives
* Clear understanding of Federal operational environments, regulatory requirements, and mission deployment objectives and challenges
* Actively assist other Sales teams in pre-sales technical, sales, initiatives, and efforts

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

● A strong desire to learn and teach new technologies, a passion for transforming the mission of those who protect, serve, and educate, and an enjoyment of working in a dynamic team environment.

● Curiosity and commitment to solving complex problems in a modern, dynamic IT environment, and a solution-oriented, growth mindset.

● 5+ years technical pre-sales / Sales Engineering or equivalent experience - practitioners with customer-facing experience are welcome (Federal/Public Sector experience preferred)

● Proficiency in understanding and effectively articulating concepts, technologies, and value, in hybrid/multi-cloud, DevSecOps, IT operations, security, cloud adoption, microservices, containers, Enterprise to Edge, and orchestration/scheduling platforms

● Proficiency and/or knowledge of existing HashiCorp tools such as Terraform, Vault, Consul, Nomad, Boundary, Packer, and others

● Experience with implementing software products, cloud-based applications, or solutions in large and dynamic Federal enterprise environments

● Ability to take initiative and work well in a remote, highly dynamic sales environment that focuses on providing customer service above industry standards

● Past experience working with IC and DoD accounts preferred

● Proficiency and/or knowledge of Federal cloud operating environments (Gov Cloud, Azure Secret, SC2S/C2S/C2E, etc.) and others, preferred

● Knowledge of or experience with Federal IT and Mission operational environments and requirements (classified/secure networks, DoD Impact Levels, compliance, MLS, regulatory, intermittent / field environments, enterprise-to-edge deployments, etc.) preferred

● Domestic and occasional international travel may be required

Preferred technical and professional experience

• Infrastructure Automation Product Familiarity: Experience with multiple Infrastructure Automation products, including Expert Essentials IAM, MaaS360 Mobile Security and Management, and Trusteer Fraud Protection, is beneficial for this role. Familiarity with these products will enable you to design and deliver tailored solutions for clients. • Solution Architecture Knowledge: Experience in designing and delivering solutions for clients using Infrastructure Automation products is advantageous. This expertise will aid in developing Proofs of Technology and providing technical consultation to clients and sellers. • Technical Consultation Expertise: Experience providing expert technical guidance on Infrastructure Automation products is desirable. This expertise will facilitate collaboration with clients and drive business results through effective solution strategies.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

Job Title

Sr. Solutions Engineer

Date posted

28-Apr-2026

Job ID

111370

City / Township / Village

RESEARCH TRIANGLE PARK, DURHAM, Annapolis Junction, Herndon

State / Province

North Carolina, Virginia, Maryland

Country

United States

Work arrangement

Hybrid

Area of work

Sales

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

137,000.00

Projected Maximum Salary per year

257,000.00

Position type

Professional

Travel required

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

Yes



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