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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

The Sr. Corporate Account Executive is responsible for finding, creating, managing and closing business within our Corporate market sales organization (Enterprise, Mid-Market, Commercial). The CAM is responsible for selling the complete HashiCorp, an IBM Company (HashiCorp) portfolio of software products to new and existing customers.This role will be 75% landing new business and 25% renewing and growing current 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

• 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

• Knowledge on how to work with channel partners

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.