Strategic Account Manager Hashicorp - IBM UK

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.

The Strategic Account Manager is an Enterprise business sales position responsible for developing, managing and closing business within UK’s Telco sector in our field sales organization. The Strategic Account Manager is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named strategic accounts. This team consists of seasoned top performers on the global sales stage, top notch SEs, customer success and an open, collaborative leadership team.

What you’ll do (responsibilities)

• Strategic Value Selling in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology.
• Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills.
• Strategic Key Stakeholder development: build, maintain, and grow relationships within the accounts to increase the promotion and adoption of Hashicorp.
• Engage in significant outbound activity making use of the tools available (Outreach, ZoomInfo and Sales navigator, etc.).
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes.
• Manage complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations.
• Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments.
• Create a healthy pipeline of revenue and new logos for your target accounts.
• Accurately forecast business on a quarterly cadence.
• Travel is required.
• Effectively communicate with 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.
• Work well as a team member and manage your portfolio with supporting sales functions.

Required technical and professional expertise

• Experience selling into the Telco vertical.
• Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable.
• Strategic sales and customer development experience.
• Track record in closing large complex 6+ figure opportunities.
• Creation and execution of quarterly and annual strategic business plans.
• Executive presence, communication skills, and credibility.
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
• History of accurate forecasting and business reporting.
• Significant experience selling disruptive technology into focused markets.
• MEDDPICC sales methodology skills and experience.
• Experience and self-starter in building pipeline→moving pipeline—>execution of pipeline.
• Experience and skills as Orchestrator of large complex accounts and opportunities.
• Fluent in English.

Preferred technical and professional experience

• Contemporary Technical Skills: Experience with maintaining contemporary technical skills and offering knowledge, ensuring optimal customer Technology outcomes. This includes staying up-to-date with the latest developments in Brand portfolio offerings and being able to apply this knowledge to drive sales strategies.
• Marketing Knowledge: Experience with leveraging marketing to drive customer lifetime value (LTV) and achieving strategic objectives for a brand. This involves understanding how to effectively utilize marketing resources to promote Brand portfolio offerings and increase customer engagement.
• Cross-Functional Collaboration: Experience working with Technology Sellers or leading account teams to achieve strategic outcomes for a brand. This includes the ability to collaborate with various stakeholders to drive sales strategies and ensure optimal customer Technology outcomes.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.