Sr. Technical Account Manager

Location: Remote, NY Metro 

About HashiCorp

HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks.  We build tools to ease these decisions by presenting solutions that span the gaps. Our tools manage both physical machines and virtual machines, Windows, Linux, SaaS and IaaS, etc. 

 About the Role

You will join a high-performance team where previous experience with cloud infrastructure, program management, enterprise technology implementation and customer advocacy will play a critical part in day to day work. You will be an integral part in helping aligned customers achieve their cloud operating model and vision, guiding them through the strategic and technical facets of their Cloud transformation journey. We do this by providing prescriptive and proactive mentorship to our customers through architectural blueprints and success plans. We utilize relationship management skills, and technical credibility to optimally communicate at all levels of the organization. By anticipating customer needs and bringing to bear your abilities and extended teams, we will ensure our customers are successful and achieve value quickly. Outstanding renewal and expansion rates will define your success.


  • Reach trusted advisor status by anticipating the customer’s needs and becoming the “go-to” person for standard methodologies and reference architecture advice to achieve their business outcomes.
  • Take ownership and manage a customer portfolio across many industries and use cases. Understand and relay trends in your customer portfolio and provide recommendations to our business for maximized results.
  • Develop strategic partnerships (Director and up) to understand a customer’s business.
  • Organize, develop content, and lead compelling customer business reviews and executive sessions to better understand their business and technical needs while showcasing value to influence your partners.
  • Plan for customer events and launches, partnering with Product and Engineering to ensure customer success during critical moments. Work with Customers and Support to guide issues/critical issues to resolution.
  • Organize and lead customer onboarding to identify stake-holders, customer needs, and potential challenges. Validate the success criteria, and where needed, re-level the customers’ expectations to ensure success.
  • Utilize your project management skills to drive our customer lifecycle while paying strict attention to detail and deliver results across multiple initiatives, such as driving expansion, customer happiness, feature adoption, and retention.
  • Build, own, and maintain customer scorecards to inform stake-holders, drive adoption, and message the value delivered by HashiCorp.
  • Ensure open lines of communication with proactive valuable outreach to maintain your contacts and become the post-sales main point of contact.
  • Maintain and demonstrate the knowledge of your customers’ environments and use cases to help Support and Services better serve your customers while influencing the HashiCorp roadmaps.
  • Identify and mitigate risks and blockers to product adoption to prevent revenue and account churn.
  • Advocate for your customer as you coordinate across Sales, Product, Services, and Support to drive success and become the voice of the customer.
  • Coordinate, develop content, and lead compelling customer business reviews that influence your partner and showcase value


  • 8+ years of TAM or program management experience with technical aptitude. Prior hands-on experience is a strong plus.
  • Well-organized, excellent work ethic, attention to detail, self-starting and an ability to learn.
  • Strong written and verbal communication skills
  • Skilled at driving the deployment of software products or solutions to large and multifaceted enterprise companies
  • Skilled and proven success working in a remote culture
  • Thrives by having regular interactions with customers and is proactive in their outreach.
  • Skilled with OS (Unix or Windows) command line operations, and security models
  • Familiarity with Public Cloud providers such as AWS, GCP and MS Azure etc.
  • Familiarity with cloud technology such as Docker, Kubernetes, puppet, Chef, etc.
  • Familiarity with a scripting language such as Python, Ruby, Bash, etc.
  • B.S. degree in an engineering or similar program from an accredited college / university preferred or equivalent experience
  • Ability to travel internally or to customer sites 30% of time

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-JN1

Apply for this Job

* Required

U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at HashiCorp are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Form CC-305

OMB Control Number 1250-0005

Expires 1/31/2020

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

Because we do business with the government, we must reach out to, hire, and provide equal opportunity to qualified people with disabilities1. To help us measure how well we are doing, we are asking you to tell us if you have a disability or if you ever had a disability. Completing this form is voluntary, but we hope that you will choose to fill it out. If you are applying for a job, any answer you give will be kept private and will not be used against you in any way.

If you already work for us, your answer will not be used against you in any way. Because a person may become disabled at any time, we are required to ask all of our employees to update their information every five years. You may voluntarily self-identify as having a disability on this form without fear of any punishment because you did not identify as having a disability earlier.

How do I know if I have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Blindness
  • Deafness
  • Cancer
  • Diabetes
  • Epilepsy
  • Autism
  • Cerebral palsy
  • Schizophrenia
  • Muscular dystrophy
  • Bipolar disorder
  • Major depression
  • Multiple sclerosis (MS)
  • Missing limbs or partially missing limbs
  • Post-traumatic stress disorder (PTSD)
  • Obsessive compulsive disorder
  • Impairments requiring the use of a wheelchair
  • Intellectual disability (previously called mental retardation)
Reasonable Accommodation Notice

Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.