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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.

Vaša vloga in odgovornosti

The Strategic Sales Director is a Sales Leadership function that leads a team of Strategic Account Managers responsible for developing, managing and closing business in our sales organization. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on private customers.

In this role you can expect to...

  • Lead a team of Strategic Account Managers 

●      Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio

●      Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem

●      Expert level use of sales and forecasting tools (SFDC, Clari, LinkedIn Sales navigator, etc.)

●      Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota.

●      Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realization.

●      Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes

●      Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations

●      Align the overall HashiCorp solution to the executive level customer’s business needs, challenges, and technical requirements

●      Execute and coach reps on solution and value based selling to existing customer base and new prospects

●      Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments

●      Build a balanced pipeline of revenue and new logos for target accounts.

●      Accurately forecast business on a quarterly cadence

●      Regular local and Air Travel is required

●      Accurately estimate qualifying opportunities based on MEDDPICC

  • Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management
Zahtevana izobrazba
Diploma prve stopnje
Zahtevano strokovno in tehnično znanje

●      At least 8 years formal Strategic sales leadership experience building and leading high-performance sales teams that deliver overachievement. Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people.

●      Possess well-developed communication and presentation skills; able to communicate at the CxO level.

●      Experience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum

●      Sales leadership record in closing large, complex deals across Large Strategic customers. 

●      Creation and execution of quarterly and annual business plans

●      History of accurate forecasting and business reporting

  • Significant experience in selling disruptive technology into focused markets
Zaželeno strokovno in tehnično znanje

●      Possess intellectual curiosity, growth mindset and leadership skills

  • Familiarity with HashiCorp and IBM's products and services.

O poslovni enoti

IBM je globalno prisoten in deluje v več kot 175 državah s široko geografsko porazdelitvijo prihodkov. Organizacija podjetja Global Markets je strateška prodajna poslovna enota, ki upravlja IBM -ov globalni odtis in tesno sodeluje z namenskimi državnimi operativnimi enotami, da služi strankam na lokalni ravni. Te državne ekipe imajo skrbnike za odnose s strankami, ki vodijo integrirane ekipe svetovalcev, strokovnjakov za rešitve in strokovnjakov za dostavo, da strankam omogočijo rast in inovacije. Z dopolnjevanjem lokalnega strokovnega znanja z globalnimi izkušnjami in digitalnimi zmogljivostmi IBM gradi globoke in široko zasnovane odnose s strankami. Ta osredotočenost na lokalno upravljanje spodbuja hitrost pri podpori strankam, naslavljanju novih trgov in vlaganju v nastajajoče priložnosti. Poleg tega organizacija Global Markets služi strankam s strokovnim znanjem v njihovi panogi ter z izdelki in storitvami, ki jih nudijo IBM in partnerji. IBM prav tako širi svoj doseg na nove in obstoječe stranke prek digitalnih tržnic.

Življenje v IBM-u

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?

O IBM-u

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.

Podrobnosti o drugem ustreznem delovnem mestu

For additional information about location requirements, please discuss with the recruiter following submission of your application.