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Introdução


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.



Sua Função e suas Responsabilidades

Reporting into the WW Revenue Operations leader for Planning, Analytics and Field Operations, this role will manage the Analytics function. Responsibilities include working on and leading analytics and Business intelligence programs, operational oversight to ensure efficient execution of the HashiCorp, an IBM company WW business and ecosystem.  This role will lead cross-functional efforts within HashiCorp related to analytics and Business intelligence and special projects, input on sales operations and planning, establishing and carrying out advanced sales cadence aligned to VP of Sales for theaters, cross functional support w/ Sales Strategy + Business Analytics, Finance, Marketing, Channel, Emerging Products, Customer Success, and System Engineering teams. 

As a BI and Analytics operations leader and individual contributor, you'll critically think through Business intelligence and strategic issues, provide advanced analytics and business intelligence support, thought leadership and drive high visibility projects. You'll gain invaluable experience in this high-impact role working in a dynamic environment. The ideal candidate has experience both running field sales operations requirements and x-functional programs.  If you are a self starter and have a stellar track record of success supporting software sales organizations then HashiCorp is the place for you. If you want to be part of something exciting, please read on! 

  • Strategic Leadership & Vision: Define and champion the vision and strategy for sales analytics, business intelligence, and sales planning operations, aligning with HashiCorp's overall GTM and corporate objectives. 

  • Translate high-level business goals into actionable analytics roadmaps, initiatives, and clear metrics. 

  • Stay abreast of industry trends, emerging technologies (e.g., AI/ML in sales analytics), and best practices to continually elevate our capabilities. 

  • Sales Planning & Forecasting: Lead the development, automation and refinement and implementation of sales processes with Business Intelligence and Analytics 

  • Partner closely with Sales Leadership and Finance to establish annual and quarterly sales targets, quotas, and incentive programs 

  • Provide data-driven insights to optimize territory design, account segmentation, and sales capacity planning. 

  • Business Intelligence & Reporting: oversee the design, development, and maintenance of critical sales dashboards, reports, and self-service analytics tools. 

  • Ensure data accuracy, consistency, and governance across all sales-related data sources (e.g., CRM, marketing automation, finance systems). 

  • Drive the adoption and literacy of data across the sales organization, enabling informed decision-making at all levels. 

  • Advanced Analytics & Insights: Conduct deep-dive analyses to identify trends, opportunities, and risks within the sales pipeline, customer lifecycle, and GTM motions. 

  • Provide strategic recommendations to improve sales productivity, conversion rates, customer retention, and overall revenue performance. 

  • Utilize advanced analytical techniques (e.g., predictive modeling, segmentation) to uncover actionable insights. 

  • Cross-Functional Collaboration & Partnership: Serve as a key strategic partner to Sales, Sales Operations, Finance, Marketing, Product, and other relevant teams. 

  • Collaborate on data integration initiatives, ensuring seamless flow of information across systems. 

  • Communicate complex analytical findings and recommendations clearly and concisely to executive leadership and non-technical stakeholders. 

Formação requerida
Bacharelado
Formação preferencial
Bacharelado
Experiência Profissional e Técnica Requerida

  • 10+ years of progressive experience in business intelligence, analytics, or sales operations, with a strong focus on sales and GTM functions. 

  • 4+ years of experience in a leadership role, managing and developing analytics or BI teams 

  • Proven track record of driving significant business impact through data-driven insights and strategic recommendations. 

  • Expert-level proficiency in SQL for data extraction and manipulation from complex datasets. 

  • Extensive experience with leading BI and visualization tools (e.g., Tableau, Sigma, Power BI) 

  • Deep understanding of sales methodologies, sales processes, and key sales metrics (e.g., pipeline, forecast, conversion rates, win rates) and financial metrics (ARR, NDR, NACV, RACV etc.)  

  •  Strong business acumen with the ability to translate technical concepts into business value. 

  • Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively at all levels of the organization. 

  • Familiarity with Salesforce (SFDC) as a data source and understanding of its integration with other sales tools (e.g., Clari, Gainsight). 

  • Proficiency in data modeling tools (e.g., dbt) and experience with modern data warehousing solutions (e.g., Snowflake, Redshift, BigQuery). 


Experiência Profissional e Técnica Preferencial

  • Experience in a high-growth SaaS or enterprise software company. 

  • Experience with statistical analysis tools or programming languages (e.g., Python, R) for advanced analytics. 

  • Bachelor's degree in a field such as Business, Economics, Statistics, Computer Science, or a related discipline. Master's degree preferred 

  • Bachelor's Degree in business, finance, engineering or operations preferred 

  • Significant Revenue Operations experience in the software industry 

  • Significant experience in working on complex Analytics and Business Intelligence 

  • Detail oriented / Strong planning capabilities 

  • Strong understanding of sales and supporting business functions 

  • Experience leading operational / strategic initiatives and organizational change 

  • Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications 

  • Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment 


Sobre a Unidade de Negócios

Do aprendizado de máquina à IA generativa, o software IBM injeta inteligência nas principais operações de negócios para tornar as empresas mais responsivas, produtivas e resilientes. O software IBM ajuda os clientes a colocar a IA em ação para agregar valor real, de forma rápida e segura, à mão de obra digital, automação de TI, modernização de aplicação, segurança e sustentabilidade. Para isso, a capacidade de usar todos os dados é fundamental, porque a IA somente será boa se os dados que a alimentam também forem. Na maioria das empresas há dados locais, dados espalhados por diversas nuvens, dados em data centers privados e na borda. A plataforma de dados e IA da IBM escala e acelera o impacto da IA com dados confiáveis, além de fornecer recursos de ponta para treinar, ajustar e implementar a IA nos negócios. A plataforma de nuvem híbrida da IBM é uma das abordagens mais abrangentes e consistentes ao desenvolvimento, segurança e operações em ambientes híbridos, atuando como uma base flexível que utiliza os dados, onde quer que estejam, para estender amplamente a IA sobre os negócios.

SEU 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?

Sobre a 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 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.

Outros detalhes relevantes do cargo

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences


We consider qualified applicants with criminal histories, consistent with applicable law.


This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.