Sr. Corporate Account Manager na IBM

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

The Sr. Corporate Account Manager is responsible for developing, managing and closing business within our mid and commercial market sales organization. The Sr. CAM is responsible for selling the complete HashiCorp portfolio of software products to new and existing customers.

• Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio

• Engage in significant Outbound activity making use of the tools available (yesware, discoverorg, Sales Navigator, Outreach, Zoom Info, etc.)

• Manage multiple sales cycles, sales campaigns, and install base customers in a high-paced dynamic environment

• Build and execute complex sales engagements targeting Development, IT Operations, and Security Operations personas

• Align HashiCorp technology solutions to customers' business needs, challenges, and technical requirements

• Execute solution and value selling to existing customer base and new prospects

• Articulate and evangelize the vision and positioning of both the company and products

• Qualify queries, requests, and inbound leads that come through our website and other channels

• Accurately forecast business on a monthly and quarterly cadence

Required technical and professional expertise

• 4+ years Sales specifically closing experience

• Success managing both inbound and outbound sales motions

• Familiarity with Cloud and Infrastructure software

• Experience with Open Source Software business models is preferred but not required

• A consistent record of meeting or exceeding annual/quarterly goals and targets

• Past experience creating and executing quarterly and annual business plans

• A strong executive presence, communication skills, and credibility

• Experience with forecasting and business reporting

• You will be expected to work from the Austin, TX office on a weekly basis on the days designated by your manager.

Preferred technical and professional experience

• MEDDPICC Certified

• Value-Selling Sales Methodology

• Experience using the following tools: Salesforce, Clari, LinkedIn Sales Navigator, Outreach, Tableau, ZoomInfo, etc

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.