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.

Your role and responsibilities

As a Brand Sales Specialist: Generalist, you are an expert in the IBM/Hashi Brand portfolio offerings and are accountable for creating demand and progressing opportunities to close. You drive optimal customer Technology outcomes and achieve strategic objectives for your brand. Your primary responsibilities will include: • Drive Strategic Outcomes: Drive the strategy, sale, and closure of deals for select offerings and use cases, achieving strategic outcomes for your brand and driving customer Technology outcomes. • Pursue New Opportunities: Proactively identify and pursue new opportunities to sell within assigned offering portfolio, leveraging marketing to drive customer lifetime value (LTV). • Maintain Technical Skills: Maintain contemporary technical skills and offering knowledge to effectively sell and deliver brand offerings. • Lead Account Team: Lead your own account team or work with a Technology Seller to drive customer Technology outcomes and achieve strategic objectives. • Leverage Marketing: Leverage marketing to drive customer lifetime value (LTV) and progress opportunities to close.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

Please note: Candidate must live in the Central Minnesota/Minneapolis area as customers are local and require frequent onsite presence.

Experience: 8+ years of successful enterprise software as a service sales experience, including managing complex sales cycles and large strategic accounts. Proven track record of exceeding quarterly and annual SAAS licensing quota sales targets in a consultative selling environment.

Domain Knowledge: Strong understanding of cloud infrastructure, DevOps, and IT automation tooling. Familiarity with Multi-Cloud infrastructure and IT Security management is required, with the ability to quickly learn HashiCorp’s product portfolio.

Strategic Selling Skills: Demonstrated ability to drive Adopt-Land-Expand sales motions in large organizations.

Excellent strategic account planning, opportunity qualification, and value selling skills. Comfortable engaging both technically and commercially at enterprise scale (e.g. mapping solutions to business outcomes, ROI/TCO analysis).

Stakeholder Management: Exceptional interpersonal and communication skills. Ability to influence and build credibility with diverse stakeholders, including senior executives, technical teams, and partner representatives. Experience collaborating in a matrixed environment or with alliance partners is a strong plus.

Language & Communication: Fluency in English is required. Able to communicate complex technical concepts in clear and persuasive terms.

Preferred technical and professional experience

● Industry Expertise: Knowledge of the German market and key industries (e.g. chemical, retail, automotive, logistics, manufacturing, telecom, defense). Experience selling solutions addressing compliance, security, or cloud transformation challenges prevalent in German enterprises is highly valued.

● Technical Acumen: Deeper familiarity with HashiCorp’s product suite (Terraform, Vault, Consul, Nomad) and how they integrate into broader enterprise ecosystems. Understanding of IBM’s software and cloud portfolio (e.g. Red Hat OpenShift, Ansible, Cloud Paks, AI/Automation tools) and how these can complement HashiCorp solutions

● Sales Methodologies: Training or certification in enterprise sales frameworks (MEDDPICC, Challenger, Miller-Heiman, etc.) and ability to apply a structured approach to complex sales. Experience with Salesforce or similar CRM for pipeline management and forecasting.

● Collaborative Mindset: Prior experience in a co-selling or alliance-driven role, especially working alongside large tech companies or global systems integrators. Ability to navigate cross-company dynamics and align different teams around common goals.