Strategic Account Manager

HashiCorp; München; Remote; EUR 80.000 - 110.000; Vollzeit

Zusammenfassung

A leading company in cloud infrastructure automation seeks an experienced Strategic Account Manager to drive enterprise sales in Germany. The role involves managing complex sales cycles, achieving sales quotas, and collaborating with IBM teams to enhance customer adoption of HashiCorp's products. Candidates should have extensive experience in enterprise software sales, strong domain knowledge, and exceptional communication skills in both German and English.

Qualifikationen

• 8+ years of successful enterprise software sales experience.
• Strong understanding of cloud infrastructure and IT automation tools.
• Native German and fluent English required.

Aufgaben

• Develop, manage, and close business within designated strategic enterprise accounts.
• Consistently meet or exceed sales targets.
• Build trusted relationships at multiple levels within customer organizations.

Kenntnisse

Enterprise Software Sales

Cloud Infrastructure

DevOps

Stakeholder Management

Account Planning

Value Selling

Communication

Ausbildung

Bachelor's Degree

Tools

Salesforce

Jobbeschreibung

The Strategic and Enterprise Accounts Sales team at HashiCorp, now part of IBM's Automation Software group, drives adoption of HashiCorp's enterprise infrastructure automation products within Global 2000 enterprises. Our primary focus is on HashiCorp's Terraform (infrastructure-as-code provisioning) and Vault (secrets management) solutions—industry-leading tools for multicloud automation and security lifecycle management.

Following IBM's acquisition of HashiCorp, these solutions have been integrated into IBM's broader software automation portfolio to deliver end-to-end cloud infrastructure and security automation for clients.

Leveraging HashiCorp's success in multicloud environments and IBM's global reach and enterprise relationships, our combined team is well-positioned to help enterprises accelerate innovation and strengthen cloud governance. In Germany, our Strategic Account Managers play a pivotal role in expanding HashiCorp's footprint in large enterprise accounts, aligning with IBM's go-to-market approach of integrated solution selling and long-term partnerships.

We follow HashiCorp's ALEER go-to-market framework: Adopt, Land, Expand, Extend, Renew, to guide customer lifecycle and growth. This involves driving initial adoption and value (Adopt/Land), expanding usage across teams and use cases (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.

What you'll do (responsibilities)

1. Drive Strategic Sales: Develop, manage, and close business within designated strategic enterprise accounts in Germany, owning the entire sales cycle from prospecting to contract closing.
2. Achieve Sales Quotas: Consistently meet or exceed sales targets by selling HashiCorp's full cloud platform suite to new and existing customers.
3. Customer Adoption & Expansion: Increase adoption of Terraform and Vault by demonstrating enterprise value, securing initial Land wins, and expanding usage to additional projects, teams, and workflows.
4. Develop Strategies to Extend Footprint: Introduce additional HashiCorp products or integrate with IBM and RedHat automation tools, ensuring high renewal rates through customer success.
5. Enterprise Solution Selling: Align HashiCorp solutions with customer needs, challenges, and technical requirements. Articulate our vision for infrastructure as code and zero-trust security, demonstrating how Terraform and Vault solve complex enterprise problems.
6. Execute a Consultative Sales Approach: Position integrated HashiCorp-IBM offerings to drive tangible outcomes like improved cloud governance, compliance, and operational efficiency.
7. Collaborative Go-to-Market: Work closely with IBM's enterprise go-to-market teams, account managers, technical specialists, and consulting services to position solutions and coordinate efforts.
8. Leverage IBM's Portfolio: Use IBM's broad portfolio and partner network to create comprehensive proposals that embed HashiCorp products into clients' digital transformation strategies.
9. Stakeholder Engagement: Build trusted relationships at multiple levels within customer organizations, from C-level executives to technical teams in development, IT operations, and security.
10. Orchestrate Resources: Coordinate HashiCorp and IBM resources—including solution engineers, partners, and executives—to influence decision-makers and address concerns during lengthy sales cycles.
11. Cross-Functional Leadership: Lead virtual account teams, coordinate with internal groups like Product Engineering, Marketing, and Customer Success, and provide feedback on features and client needs to product teams.
12. Pipeline & Forecast Management: Maintain a healthy pipeline, identify new opportunities, expand existing business, and forecast revenue accurately with clear visibility.
13. Deal & Compliance: Qualify opportunities using enterprise sales methodologies (e.g., MEDDPICC), navigate procurement processes, and coordinate with management and legal teams to close deals.
14. Thought Leadership: Stay informed about industry trends in cloud, DevOps, automation, and product roadmaps. Represent HashiCorp at industry events, conferences, and webinars, positioning yourself as a knowledgeable resource in the German market.

What you'll need (basic qualifications)

1. Experience: 8+ years of successful enterprise software sales experience, managing complex sales cycles and large accounts, with a proven track record of meeting or exceeding targets.
2. Domain Knowledge: Strong understanding of cloud infrastructure, DevOps, and IT automation tools. Familiarity with multicloud environments and security management. Ability to quickly learn HashiCorp's product portfolio.
3. Strategic Selling Skills: Demonstrated ability to drive Adopt-Land-Expand sales motions in large organizations.
4. Account Planning & Value Selling: Excellent skills in account planning, opportunity qualification, and articulating value. Ability to engage technically and commercially at an enterprise level.
5. Stakeholder Management: Exceptional interpersonal and communication skills, with the ability to influence diverse stakeholders, including executives and technical teams. Experience working in matrixed environments or with partners is a plus.
6. Language & Communication: Native German and fluent English required. Able to communicate complex technical concepts clearly and persuasively to a German enterprise audience.

Preferred Qualifications

1. Industry Expertise: Knowledge of key German industries (e.g., automotive, manufacturing, logistics) and experience selling solutions addressing compliance, security, or cloud transformation challenges.
2. Technical Acumen: Familiarity with HashiCorp's product suite (Terraform, Vault, Consul, Nomad) and their integration into enterprise ecosystems. Understanding of IBM's cloud portfolio and how it complements HashiCorp solutions.
3. Sales Methodologies: Certification in enterprise sales frameworks (e.g., MEDDPICC, Challenger) and experience using CRM tools like Salesforce for pipeline management.
4. Collaborative Mindset: Prior experience in co-selling or alliance-driven roles, especially with large tech companies or global system integrators. Ability to navigate cross-company dynamics and align teams around common goals.

Location: Remote

Note: HashiCorp is an IBM subsidiary, and by applying, you acknowledge that your data will be shared within IBM subsidiaries involved in recruitment. Details are available in IBM's privacy statement.