Sales Theater Field CTO Professional London, GB

A career in IBM Software means you'll be part of a team that transforms our customer's 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 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 managing the lifecycle 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

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

Key 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.

Required education Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• You must have an Engineering/CS/MIS Bachelor's Degreeor 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%

ABOUT BUSINESS UNIT IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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