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 HashiCorp Account Executive within IBM, you will own and grow the HashiCorp technology relationship across a portfolio of strategic named IBM accounts while driving new business development across whitespace opportunities. You will lead go-to-market (GTM) execution within your territory, orchestrating IBM teams, business partners, and marketing to originate, progress, and close opportunities.

In this role, you will operate at the forefront of hybrid cloud and platform automation transformation, enabling clients to adopt secure, scalable infrastructure and security management capabilities that accelerate digital innovation and operational resilience.This role is accountable for pipeline creation, opportunity ownership, and revenue attainment across the suite of HashiCorp products & solutions.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Technology Industry Knowledge: Exposure to the technology industry, including software and hardware, with understanding of how technology companies operate and interact with partners and clients

• C-Suite relationships: Own the HashiCorp technology strategy and executive relationships across assigned IBM strategic accounts

• Identify whitespace opportunities and expand HashiCorp adoption within existing IBM footprint

• Develop and execute account GTM plans aligned to industry and technology plays

• Navigate large matrix organisations: Position HashiCorp within broader IBM hybrid cloud, automation, and security architectures. Orchestrating IBM technical sellers, specialists, and services to progress deals

• Align campaigns and demand generation with marketing to build pipeline

• Activate and co-sell with IBM Business Partners and GSIs leveraging ecosystem routes-to-market to scale coverage

• Own qualified opportunities end-to-end (forecast, progression, closure)

• Apply structured sales methodology (e.g., MEDDPICC)

• Build compelling business cases and value articulation in a SaaS business model

• Navigate complex enterprise buying cycles and procurement processes

• Work seamlessly with IBM account teams, Client Engineering, and Technology Specialists

Preferred technical and professional experience

• Deeper Skills in Business: Exposure to business deal structure and relationships, with ability to develop and maintain long-term partnerships.

• Technology and Implementation: Experience working with technology and implementation/integration, with understanding of how technology companies operate and interact with partners and clients.

• Financial and Market Analysis: Exposure to financial and market analysis, acquisition analysis, acquisition due diligence, development, and acquisition integration.