AVP, Customer Technical Value Engineering

About the role...

HashiCorp is looking for an AVP, Customer Technical Value Engineering to lead the strategic and tactical efforts to support the re-engineering of the Worldwide Field Operations customer engagement model from pipe generation to renewals. Primary focus will be enabling a world-class technical sales experience inclusive of tooling, enablement, best practices, and knowledge management. Work proactively with the HashiCorp technical community to innovate and develop a strong foundation supporting productivity and experiential outcomes. This person will act on behalf of Worldwide Field Operations senior leadership in representing them cross-functionally and ensuring we have a 2-year vision with measurable impacts.

In this role you can expect to...

Qualified candidates will demonstrate the capability to excel in a fast-paced environment, demonstrate deep knowledge of a technical sales operation and the unique nuances operating across various functions, regions and measurable outcomes. Will lead by example, translate technical vision into results, become an agent for change, and emphasize a customer first attitude.

• Assess end to end customer technical journey, processes, tools, roles and responsibilities and develop a gap analysis between today and end-state.
• Re-Architect the end-to-end customer success strategy across the ALEER framework (Acquire, Land, Extend, Expand and Renew)
• Develop a cadence with HashiCorp leadership to ensure we are continuously improving technical field operations, land win rates, net dollar expansion (NDE) per customer and technical outcomes with R&D.
• Operate a small Customer Success team across our strategic customer base to support the newly developed technical value journey. Redefine the operating rhythm of CSM 2.0
• Become the central point of contact for all activities associated with productivity improvements. This will include metrics analysis and insight into the nuances associated with operating in diverse global geographies.
• Research and establish a short-list of needs and develop a build-out plan, resource, and financial plan.
• Coordinate common workstreams such as standard methodologies, new product introduction, knowledge management and provide common scorecards and updates to improve time to productivity
• Lead, equip and empower a cross organizational, multifunctional team to be successful in implementing a complex global strategy.
• Build, mentor, motivate and lead the team strategically and tactically to meet operational objectives
• Maintain change management strategy, sequencing of events and provide regular communication to sales management regarding meaningful issues and material changes that could impact their sales regions
• Build links between organizations and individuals with sometimes different success criteria to focus people on their common goals. We all play for one HashiCorp team!

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

• Lead a team of 50+ globally
• Must have proven technical sales experience and understand the productivity levers of a tech sales function.
• Run effective cross functional staff meetings with clearly defined goals and success criteria.
• Able to represent HashiCorp WWFO leadership in all aspects of the business, wherever and whenever necessary.
• Cross-functional experience in all technical Customer Lifecycle functions – Enablement, Sales Engineering, Professional Services, Support, Customer Success
• Excellent communication skills – written and oral. Ability to communicate complex ideas to an international audience
• Ability to work with diverse groups of people, challenge, and lead people toward their peak performance.
• Previous related management experience required.

#LI-REMOTE

Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency Calculator below. Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training. Information on our benefits can be found via the link below. Intern ranges can be found below.

• Pay Transparency Calculator: https://bit.ly/3B7gwql
• Benefits: https://www.hashicorp.com/careers/benefits
• Intern Ranges: https://bit.ly/3H2soha