About the Team The HashiCorp Cloud Platform and Solutions Marketing team is hiring a Product Marketing Manager to bring value-driven messaging to market, targeting both managed and unmanaged customers across the enterprise to SMB spectrum. This role will focus on building solutions-driven narratives and aligning with product management (PM) teams to articulate the business value of HashiCorp's offerings through solutions rather than individual features or products. Additionally, this role will define and execute strategies for engaging System Integrators (SI) and strategic partners, ensuring HashiCorp's solutions are seamlessly integrated into their offerings and effectively positioned within the partner ecosystem. These insights and integrations will be brought back into HashiCorp's core ecosystem, further strengthening our solutions and enhancing our position in the market. The role also requires close collaboration with internal teams to accelerate B2B sales activation and generate excitement and renewed interest in our commercial offerings through self-service channels. This position requires a balance of strategic thinking and hands-on execution, a deep understanding of cloud and infrastructure, and the ability to align cross-functional teams to deliver impactful messaging and partnership initiatives. What you'll do Messaging, Positioning, and Storytelling : Develop compelling, solution-focused messaging and positioning tailored to different customer segments (enterprise to SMB) and key personas. Craft narratives that emphasize business value, drive differentiation, and highlight customer success. Collaborate closely with PM teams to shift the focus from features to value-driven stories that resonate with both customers and partners. Strategic Partner Engagement and Solutions Extension : Define and own the strategy for extending HashiCorp's solutions through SI and strategic partner ecosystems, ensuring value propositions, use cases, and narratives align with partner priorities to drive adoption. Solution and Program Development : Partner with internal teams-alliances, product management, sales, product marketing, and enablement-to create solution-focused programs that resonate with managed and unmanaged customers and support SI-driven opportunities. Partnering for B2B Activation and Self-Service Success : Collaborate with peer marketing, DevRel, partner programs, and enablement teams to deliver core assets and provide guidance on peripheral assets and programs. Ensure these efforts drive accelerated B2B sales activation and generate excitement and engagement through self-service channels. Enablement and Training : Design and deliver enablement resources for both external SI partners and internal sales enablement teams. Ensure SI partners and internal teams are equipped to articulate the value of HashiCorp's solutions and identify integration opportunities effectively. Market Research and Insights : Conduct research to understand customer needs, ecosystem fit, market trends, and competitive positioning. Use insights to inform solution messaging, partner strategies, and go-to-market efforts. Cross-functional Collaboration : Work seamlessly with alliances, PM, sales, enablement, and peer marketing teams to align on go-to-market strategies and execute cohesive, value-driven campaigns that support both partner and customer success. Metrics and Optimization : Track the effectiveness of solution-driven messaging and partner integrations/value add, optimizing strategies to improve ROI, pipeline impact, and customer adoption. What you'll need 5-8 years of product marketing experience, with expertise in cloud, infrastructure, or IT operations domains Proven ability to craft impactful, value-driven messaging and storytelling for diverse customer segments and partner audiences Experience building go-to-market strategies for partner ecosystems, including SIs, with a focus on driving adoption of enterprise solutions Strong collaboration and leadership skills, with the ability to align cross-functional teams around cohesive solution messaging Exceptional written, verbal, and presentation skills, with the ability to confidently deliver compelling narratives to technical and business audiences alike Comfortable presenting to internal and external stakeholders, including executives, customers, and partners Bachelor's Degree Some travel required What's nice to have 5-8 years of experience in product marketing or solutions marketing for enterprise software Expertise in cloud infrastructure and distributed systems, with a strong understanding of promoting solutions over OSS or feature-led products Familiarity with SI and partner ecosystems, including co-marketing, revenue-sharing, or incentive-driven partnership models #LI-REMOTE Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training. The base pay range for this role in the SF Bay Area / NYC area is: $144,500-$170,000 USD The base pay range for this role in Seattle Metro, Denver / Boulder Metro, New York (excluding NYC), Washington D.C., or California (excluding SF Bay Area) is: $132,600-$156,000 USD The base pay range for this role in Colorado (excluding Denver / Boulder Metro) and Washington (excluding Seattle Metro) is: $120,400-$141,700 USD