Strategic Account Manager

About the team

The Strategic and Enterprise Accounts Sales team at HashiCorp now part of IBMs Automation Software group drives adoption of HashiCorps enterprise infrastructure automation products within Global 2000 enterprises. Our primary focus is on HashiCorps Terraform (infrastructureascode provisioning) and Vault (secrets management) solutions industryleading tools for multicloud automation and security lifecycle management.

Following IBMs acquisition of HashiCorp the HashiCorp industryleading solutions have been integrated with IBMs broader software automation portfolio to deliver endtoend cloud infrastructure and security automation for clients.

With HashiCorps proven success in multicloud environments and IBMs global reach and enterprise relationships our combined team is wellpositioned to help enterprises accelerate innovation and strengthen cloud governance. In Germany our Strategic Account Managers play a pivotal role in expanding HashiCorps footprint in large enterprise accounts aligning with IBMs enterprise gotomarket approach of integrated solution selling and longterm partnership.

We follow HashiCorps ALEER gotomarket framework Adopt Land Expand Extend Renew to guide customer lifecycle and growth. This means driving initial adoption and value (Adopt/Land) expanding usage across teams and usecases (Expand/Extend) and ensuring customer success and renewals. As part of this team you will collaborate closely with internal stakeholders and IBM teams to navigate complex enterprise sales cycles and deliver transformative automation solutions to our customers.

What youll do (responsibilities)

• Drive Strategic Sales: Develop manage and close business within named strategic enterprise accounts in Germany owning the entire sales cycle from prospecting to contract closing.
• Consistently achieve or exceed sales quotas by selling HashiCorps full cloud platform software suite to new and existing customers.
• Customer Adoption & Expansion: Increase adoption of Terraform and Vault in each account by demonstrating enterprise value and securing initial Land wins then Expand usage to additional projects teams and workflows.
• Develop strategies to Extend our footprint (e.g. introducing additional HashiCorp products or integrating with IBM and RedHat automation tools) and ensure high renewal rates through customer success focus.
• Enterprise Solution Selling: Align HashiCorps solutions to the customers business needs challenges and technical requirements. Articulate and evangelize our vision for infrastructure as code and zerotrust security showing how Terraform and Vault can solve complex enterprise problems.
• Execute a consultative valuebased sales approach positioning integrated HashiCorpIBM offerings that drive tangible outcomes (e.g. improved cloud governance compliance and operational efficiency).
• Collaborative GotoMarket: Work closely with IBMs enterprise gotomarket teams and ecosystem. This includes teaming with IBM account managers technical specialists and consulting services to position integrated solutions and coordinate sales efforts.
• Leverage IBMs broad portfolio and partner network to create comprehensive proposals that embed HashiCorp products within the clients digital transformation roadmap.
• Stakeholder Engagement: Build trusted advisor relationships at multiple levels of the customer organization from Clevel executives to architects and operators in Development IT Operations and Security.
• Orchestrate resources from HashiCorp and IBM (including solution engineers partners and executive sponsors) to influence key decision makers and address stakeholder concerns throughout lengthy sales cycles.
• CrossFunctional Leadership: Lead virtual account teams and coordinate with internal groups such as Product Engineering Marketing and Customer Success. Provide market feedback to HashiCorp IBM and RedHat product teams regarding features integrations and client needs to ensure our offerings remain competitive and aligned with customer expectations.
• Pipeline & Forecast Management: Build and maintain a healthy pipeline of opportunities within your territory. Proactively identify and cultivate new logos while expanding business with existing clients. Diligently track progress and forecast revenue on a regular cadence with accuracy providing clear visibility into expected bookings.
• Deal & Compliance: Qualify opportunities using established enterprise sales methodologies (e.g. MEDDPICC) to focus efforts on highprobability deals.
• Navigate complex procurement processes and ensure thorough of all deal paperwork coordinating with management legal finance and IBM deal desks as needed to get contracts over the line.
• Thought Leadership: Stay informed about industry trends in cloud DevOps and automation as well as developments in HashiCorp and IBM product roadmap.
• Represent the company at industry events conferences and webinars as needed. Champion the benefits of HashiCorps Terraform and Vault in the context of IBMs automation strategy positioning yourself as a knowledgeable resource in the German market.

What youll need (basic qualifications)

• Experience: 8 years of successful enterprise software sales experience including managing complex sales cycles and large strategic accounts. Proven track record of meeting or exceeding sales targets in a consultative selling environment.
• Domain Knowledge: Strong understanding of cloud infrastructure DevOps and IT automation tooling. Familiarity with MultiCloud infrastructure and IT Security management is required with the ability to quickly learn HashiCorps product portfolio.
• Strategic Selling Skills: Demonstrated ability to drive AdoptLandExpand 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: Native in German and fluent English are required. Able to communicate complex technical concepts in clear persuasive terms tailored to a German enterprise audience.

Whats nice to have (preferred qualifications)

• 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 HashiCorps product suite (Terraform Vault Consul Nomad) and how they integrate into broader enterprise ecosystems. Understanding of IBMs 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 MillerHeiman 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 coselling or alliancedriven role especially working alongside large tech companies or global systems integrators. Ability to navigate crosscompany dynamics and align different teams around common goals.

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