IBM · 12 hours ago
Strategic Account Manager
Minneapolis, MN
Full-time
Hybrid
Senior Level, Lead/Staff
8+ years expIBM is a leading technology company that has integrated HashiCorp’s enterprise infrastructure automation products into its Automation Software group. The Strategic Account Manager will drive adoption of HashiCorp’s Terraform and Vault solutions within Global 2000 enterprises, managing the entire sales cycle and ensuring customer success.
Business DevelopmentBusiness Information SystemsCRMData ManagementFoundational AISoftware
Responsibilities
Drive Strategic Sales: Develop, manage, and close business within named strategic enterprise accounts, owning the entire sales cycle from prospecting to contract closing
Consistently achieve or exceed sales quotas by selling HashiCorp’s 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 HashiCorp’s solutions to the customer’s business needs, challenges, and technical requirements. Articulate and evangelize our vision for infrastructure as code and zero-trust security, showing how Terraform and Vault can solve complex enterprise problems
Execute a consultative, value-based sales approach, positioning integrated HashiCorp-IBM offerings that drive tangible outcomes (e.g. improved cloud governance, compliance, and operational efficiency)
Collaborative Go-to-Market: Work closely with IBM’s enterprise go-to-market teams and ecosystem. This includes teaming with IBM account managers, technical specialists, and consulting services to position integrated solutions and coordinate sales efforts
Leverage IBM’s broad portfolio and partner network to create comprehensive proposals that embed HashiCorp products within the client’s digital transformation roadmap
Stakeholder Engagement: Build trusted advisor relationships at multiple levels of the customer organization – from C-level 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
Cross-Functional 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 Execution & Compliance: Qualify opportunities using established enterprise sales methodologies (e.g. MEDDPICC) to focus efforts on high-probability deals
Navigate complex procurement processes and ensure thorough execution 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
Qualification
Required
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
Strong understanding of cloud infrastructure, DevOps, and IT automation tooling
Familiarity with Multi-Cloud infrastructure and IT Security management is required
Ability to quickly learn HashiCorp's product portfolio
Demonstrated ability to drive Adopt-Land-Expand sales motions in large organizations
Excellent strategic account planning, opportunity qualification, and value selling skills
Comfortable engaging both technically and commercially at enterprise scale
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
Preferred
Bachelor's Degree
Knowledge of the Upper Midwest market and key industries (e.g., retail, CPG, logistics, manufacturing, telecom, defense)
Experience selling solutions addressing compliance, security, or cloud transformation challenges prevalent in this region
Familiarity with HashiCorp's product suite (Terraform, Vault, Consul, Nomad) and how they integrate into broader enterprise ecosystems
Understanding of IBM's software and cloud portfolio (e.g. Red Hat OpenShift, Ansible, Cloud Paks, AI/Automation tools) and how these can complement HashiCorp solutions
Training or certification in enterprise sales frameworks (MEDDPICC, Challenger, Miller-Heiman, etc.) and ability to apply a structured approach to complex sales
Experience with Salesforce or similar CRM for pipeline management and forecasting
Prior experience in a co-selling or alliance-driven role, especially working alongside large tech companies or global systems integrators
Ability to navigate cross-company dynamics and align different teams around common goals
Company
IBM
IBM is an IT technology and consulting firm providing computer hardware, software, infrastructure, and hosting services.
10001+ employees
H1B Sponsorship
IBM has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3032)
2024 (3301)
2023 (2160)
2022 (1809)
2021 (1157)
2020 (2669)
Funding
Current Stage
Public CompanyTotal Funding
unknown2011-01-14IPO
Leadership Team
Alain Bénichou
Chief Executive Officer, IBM Greater China Group
Alex Yang
CTO and Chief Architect
Recent News
2026-01-25
2026-01-24
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