Strategic Account Manager II

IBM • San Jose, CA • 9h ago

Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

Strategic Account Manager is an outside sales position responsible for developing, managing, and closing 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!

Candidates for this role NEED to be located in the San Francisco Bay Area.

What you'll do

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 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

Effectively connect 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

Required technical and professional expertise

Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement

Extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals

Excellent operational discipline, crafting and completing 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, and Tableau

Preferred technical and professional experience

Familiarity with IBM and HashiCorp Products

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.

IBM

Go to Apply

Share this job

Similar Jobs

AppleCare Product Ops - Product Manager

Apple • Sunnyvale, CA • 9h ago

Management & Administrative

AppleCare Product Ops - Product Manager Sunnyvale, California, United States Support and Service Summary Posted: Apr 28, 2025 Role Number: 200601768 Apple is a place where extraordinary people come together...

9h ago

Go to Apply

Apptio Cloudability Senior Technical Account Manager (TAM)

IBM • San Jose, CA • 10h ago

Management & Administrative

Introduction Your Role and Responsibilities Each Cloud TAM manages a portfolio of customers with a focus on optimizing their current capabilities and expanding their use cases by providing them with deep technical m...

10h ago

Go to Apply

Engineering Manager - Location Intelligence

Apple • Cupertino, CA • 10h ago

Management & Administrative

Engineering Manager - Location Intelligence Cupertino, California, United States Software and Services Summary Posted: Apr 28, 2025 Weekly Hours: 40 Role Number: 200601819 Our mission is to enable intellig...

10h ago

Go to Apply

Business Management IV - (B4)

Applied Materials • Santa Clara, CA • 13h ago

Management & Administrative

Who We Are Applied Materials is the global leader in materials engineering solutions used to produce virtually every new chip and advanced display in the world. We design, build and service cutting-edge equipment that...

13h ago

Go to Apply

AIML- Operational Communication and Employee Engagement Program Manager, Data Operations

Apple • Cupertino, CA • 13h ago

Management & Administrative

AIML- Operational Communication and Employee Engagement Program Manager, Data Operations Cupertino, California, United States Machine Learning and AI Summary Posted: Apr 27, 2025 Weekly Hours: 40 Role Number...

13h ago

Go to Apply

Client Service Associate in Silicon Valley for top RIA firm!

Robert Half • San Jose, CA • 13h ago

Management & Administrative

Description Excited about the role? Apply here and please reach out to Jennifer Fukumae on LinkedIn for quicker consideration. Job Role: Client Service Associate in Silicon Valley for top RIA firm! Location: San J...

13h ago

Go to Apply

Client Service Associate in Silicon Valley for top RIA firm!

Robert Half • San Jose, CA • 13h ago

Management & Administrative

13h ago

Go to Apply

AIML - Program Manager, Data Operations

Apple • Cupertino, CA • 13h ago

Management & Administrative

AIML - Program Manager, Data Operations Cupertino, California, United States Machine Learning and AI Summary Posted: Apr 27, 2025 Weekly Hours: 40 Role Number: 200601210 Imagine the contributions you can m...

13h ago

Go to Apply

AIML - Program Manager, Data Operations

Apple • Cupertino, CA • 14h ago

Management & Administrative

14h ago

Go to Apply

Manager, Embedded Software Engineering

Cisco • Milpitas, CA • 1d ago

Management & Administrative

The application window is expected to close on: 05/30/2025 This is a hybrid role working from our Milpitas, CA location and candidates are expected onsite 3 days per week. Meet the Team The Cisco Distributed Syste...

1d ago

Go to Apply

Subscribe to get new jobs sent directly to you
(no charge, cancel anytime)

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.