Strategic Account Manager

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

We are seeking a highly experienced Strategic Account Manager to drive growth across Digital Native Customers in South India. The individual will be responsible for developing and executing sales strategies, building long-term executive relationships, and ensuring successful adoption of HashiCorp’s SaaS & Enterprise offerings.

The role demands a consultative, enterprise-focused sales leader who thrives in complex technology environments and can influence C-level decision makers.The SAM is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory.

The ideal candidate has over 15 years of overall enterprise sales experience with at least 5 years in SaaS product sales, managing complex solution cycles, influencing C-level stakeholders, and delivering strong business outcomes. This role requires a strategic thinker with excellent negotiation skills, a deep understanding of SaaS solutions, and the ability to drive revenue growth in a competitive market.

Responsibilities

• Own and grow strategic and key accounts within the Digital Native ecosystem
  
  

(startups, unicorns, ISVs, and tech-first enterprises) across South India.

• Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio
• Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements
• Create a healthy pipeline of revenue and new logos for your target accounts.
• Accurately forecast business on a quarterly cadence
• Regular Air Travel is required
• Strong connect with CSP’s
• Correctly estimate qualifying opportunities based on BANTT
• Effectively communicate 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

• Create and execute a comprehensive sales strategy to meet or exceed revenue targets for assigned accounts. Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements
• Identify, qualify, and close new business opportunities within non-BFSI enterprise
  
  

segments, ensuring a robust sales pipeline.

• Act as a trusted advisor to clients, understanding their business needs and aligning
  
  

Hashicorp solutions to deliver measurable value.

• Work closely with product, marketing, and customer success teams to ensure seamless delivery and client satisfaction.
• Stay updated on industry trends, competitor activities, and market dynamics to position our SaaS offerings effectively.
• Provide accurate sales forecasts, track performance metrics, and report on account progress to senior leadership.
• Lead contract negotiations, ensuring favourable terms while maintaining strong client relationships
  
  

Required Technical And Professional Expertise

• Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
• 15+ years of enterprise sales and customer development experience
• Track record in closing enterprise and mid-market deals
• Creation and execution of quarterly and annual business plans
• Good 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
• Significant experience selling disruptive technology into focused markets