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

Strategic Account Manager is an outside sales position responsible for developing, managing, and closing sales business within accounts in our Strategic Accounts segment. The role is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts and ensuring adoption and consumption of our solutions. HashiCorp’s Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts!

• Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio.
• Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes.
• Lead sophisticated enterprise sales campaigns with multiple prospect engagement points in Business Leadership, Executive Operations, Development, IT Operations, and Security Operations.
• Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements.
• Execute solution and value selling to existing customer base and new prospects.
• Articulate and evangelize the vision and positioning of both the company and products.
• Build a healthy pipeline of revenue and new logos for your target accounts.
• Accurately forecast business on a weekly cadence.
• Accurately qualify opportunities based on MEDDPICC and 3 Why’s.
• Effectively connect with internal management, legal and deal desk to ensure proper execution of documents and correct process, and follow instructions or recommendations set by these teams and company management.

Required education

Bachelor's Degree

Required technical and professional expertise

• Automation Platform Solutions Knowledge: Experience with a broad range of automation products, including Cloud Pak for Applications, DevOps, and Enterprise Application Service for Java, among others. • Solution Selling Expertise: Experience in delivering solution-focused sales pitches, highlighting the value proposition and benefits of Automation Platform products to clients. • Demand Generation Strategies: Experience with developing and executing demand generation plans to drive interest and awareness of Automation Platform solutions among clients and prospects. • Opportunity Management Skills: Experience in managing and tracking sales opportunities, ensuring timely progression and closure of deals. • Industry Knowledge: Experience working with clients to understand their business challenges and providing guidance on how Automation Platform solutions can address their needs.

Preferred technical and professional experience

• Broad Automation Knowledge: Experience with a wide range of automation products beyond core Automation Platform solutions, including exposure to adjacent technologies and industry trends. • Advanced Solution Selling: Experience in crafting complex solution-focused sales pitches, highlighting the value proposition and benefits of multiple Automation Platform products to clients. • Industry-Specific Acumen: Experience working with clients in specific industries, understanding their unique business challenges, and providing tailored guidance on how Automation Platform solutions can address their needs.