What are the responsibilities and job description for the Strategic Account Manager - HashiCorp SouthWest Strategic Accounts position at IBM?
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!
Bachelor's Degree
Required Technical And Professional Expertise
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.
Bachelor's Degree
Required Technical And Professional Expertise
- Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement.
- Extensive (5-8 years minimum) strategic sales and strategic customer development experience with a track record of closing enterprise deals.
- Excellent operational discipline, crafting and completing sales proposals, product presentations, quarterly and annual business plans and forecasting.
- Strong executive presence, interpersonal skills, and credibility.
- Experience working for a high growth company where critical thinking and problem solving were required on daily basis to help contribute to significant business decisions.
- Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
- Outstanding Salesforce and Clari hygiene, along with proficiency using Gong, Outreach, Slack, Tableau and other Sales Tool proficiencies.
- Deep Understanding of Technology: Deep expertise in understanding customer Technology outcomes and strategic objectives, with the ability to drive optimal results.
- Contemporary Marketing Knowledge: Experience with leveraging marketing to drive customer lifetime value (LTV) and progressing opportunities to close, staying up-to-date with the latest marketing trends and strategies.
- Cross-Functional Collaboration: Experience working with Technology Sellers or leading account teams to drive customer Technology outcomes and achieve strategic objectives, fostering collaboration and open communication.