Sales Strategic Account Manager I Professional Austin, US

Avature; Austin (TX); Remote; USD 135,000 - 232,000; Full time

Job summary

A leading company is seeking a Strategic Account Manager I to lead sales efforts within State, Local, and Education accounts in Austin. This role emphasizes managing existing relationships, developing new opportunities, and leveraging HashiCorp products to meet customer needs. Ideal candidates will possess a bachelor's degree and experience in cloud computing and open-source software, with a proven sales background.

Qualifications

• Experience in Open Source software business models.
• Track record in organically growing revenue within SLED sector.
• Proficiency with Cloud and security frameworks.

Responsibilities

• Develop and manage business within SLED accounts.
• Engage existing users to deepen the HashiCorp footprint.
• Manage complex enterprise sales campaigns.

Skills

Sales Management

Cloud Computing

Open Source Software

Customer Engagement

Education

Bachelor's Degree

Tools

Salesforce

Job description

A career in IBM Software means you’ll be part of a team that transforms our customer’s challenges into solutions.
Seeking new possibilities and always staying curious, we are a team dedicated to creating the world’s leading AI-powered, cloud-native software solutions for our customers. Our renowned legacy creates endless global opportunities for our IBMers, so the door is always open for those who want to grow their career.
IBM’s product and technology landscape includes Research, Software, and Infrastructure. Entering this domain positions you at the heart of IBM, where growth and innovation thrive.

Your role and responsibilities

About the role...

The SLED Account Manager is an outside sales position responsible for developing, managing and closing business within select State, Local and Education accounts with a mix of current footprint with HashiCorp enterprise products and greenfield.

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle. This includes prospecting, aligning value drivers, resolving pain points and challenges, and selling the complete HashiCorp software suite.

In this role you can expect to...

Engage in significant Outbound activity making use of the tools available ( SFCD, Clari, LinkedIn Sales Navigator, etc.)

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

Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain.

Manage complex 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 new prospects.

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

Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts.

Maintain and accurately forecast business on a weekly, monthly and quarterly cadence.

Accurately qualifying opportunities based on detailed MEDDPICC criteria

Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes.

Read, listen, understand and/or follow instructions or recommendations set by these teams and company management.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks.

At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their environments.

Track record in organically growing and closing revenue within the SLED sector.

Track record of managing your Renewals to maintain and build on your book of business.

Track record of working with Partners (CSPs, VARs, Service Providers, SIs and Distributors) to enhance your practice.

Creation and execution of quarterly and annual business plans.

Great executive presence, communication skills, and credibility.

Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team.

History of accurate forecasting and business reporting.

Experience with Salesforce is required.

Preferred technical and professional experience

Hiring manager and Recruiter should collaborate to create the relevant verbiage.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

Job Title

Strategic Account Manager I

Date posted

23-Jun-2025

Job ID

42373

City / Township / Village

Austin

State / Province

Texas

Country

United States

Work arrangement

Remote

Area of work

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

135,000.00

Projected Maximum Salary per year

232,000.00

Position type

Professional

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?