Directors, Sales

IBM • Paramus, NJ • 1d 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

The Strategic Sales Director is a Sales Leadership function that leads a team of Strategic Account Managers responsible for developing, managing and closing business in our sales organization. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on private customers.

In this role you can expect to...

Lead a team of Strategic Account Managers, located in the New York City Metro. Candidates for this role must be Located in the NYC Metro.

Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio

Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem

Expert level use of sales and forecasting tools (SFDC, Clari, LinkedIn Sales navigator, etc.)

Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota.

Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realization.

Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes

Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations

Align the overall HashiCorp solution to the executive level customer's business needs, challenges, and technical requirements

Execute and coach reps on solution and value based selling to existing customer base and new prospects

Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments

Build a balanced pipeline of revenue and new logos for target accounts.

Accurately forecast business on a quarterly cadence

Regular local and Air Travel is required

Accurately estimate qualifying opportunities based on MEDDPICC

Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management

Required technical and professional expertise

At least 8 years formal Strategic sales leadership experience building and leading high-performance sales teams that deliver overachievement. Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people.

Possess well-developed communication and presentation skills; able to communicate at the CxO level.

Experience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum

Sales leadership record in closing large, complex deals across Large Strategic customers.

Creation and execution of quarterly and annual business plans

History of accurate forecasting and business reporting

Significant experience in selling disruptive technology into focused markets

Preferred technical and professional experience

Possess intellectual curiosity, growth mindset and leadership skills

Familiarity with HashiCorp and IBM's products and services.

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

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