Saltar al contenido
Introducción

We are seeking a highly accomplished Strategic Account Manager to lead our enterprise sales initiatives for non-BFSI, Enterprise accounts in the West of India, based out of Mumbai. This individual will drive growth by managing strategic customer relationships, acquiring new enterprise clients, and expanding our footprint in existing key accounts.
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.

Su función y responsabilidades
What you’ll do

  • Develop and manage relationships with strategic and key non-BFSI enterprise accounts in the West of India, to drive adoption and expansion of Hashicorp solutions.
  • 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 BANT
  • 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.


Educación requerida
Licenciatura
Educación preferida
Maestría
Experiencia profesional y técnica requerida
What you’ll need 

  • Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
  • 17+ 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

  • History of accurate forecasting and business reporting
  • Significant experience selling disruptive technology into focused markets
Experiencia técnica y profesional preferida
  • 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

Acerca de la Unidad de Negocios

IBM Software es la unidad de negocio que infunsiona inteligencia en las operaciones comerciales, desde el aprendizaje automático hasta la IA generativa, para ayudar a que las organizaciones sean más receptivas, productivas y resilientes. IBM Software ayuda a los clientes a poner la IA en acción ahora para crear valor real con confianza, velocidad y confianza en el trabajo digital, la automatización de TI, la modernización de aplicaciones, la seguridad y la sostenibilidad. Para lograrlo, es esencial aprovechar al máximo todos los datos disponibles, ya que la calidad y eficacia de la inteligencia artificial dependen directamente de los datos que la sustentan. En la mayoría de las organizaciones, los datos se distribuyen en múltiples nubes, en las instalaciones, en centros de datos privados y en el borde.La plataforma de datos e inteligencia artificial de IBM potencia y amplifica el impacto de la IA a través de datos confiables, ofreciendo capacidades avanzadas para entrenar, ajustar y desplegar inteligencia artificial a escala empresarial. Por su parte, la plataforma de nube híbrida de IBM se destaca como una de las soluciones más completas y consistentes, integrando desarrollo, seguridad y operaciones en entornos híbridos. Esta base flexible permite aprovechar los datos, sin importar dónde se encuentren, e incorporar la inteligencia artificial de manera profunda y estratégica en toda la organización.

SU VIDA @ 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?

Acerca de 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 500 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Otros detalles relevantes del empleo

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.