Strategic Account Manager, HashiCorp

Introduction
The Strategic and Enterprise Accounts Sales team at Hashi Corp—now part of IBM’s Automation Software group—drives adoption of industry‑leading infrastructure automation and security solutions within large global enterprises. Our mission is to help customers accelerate innovation while maintaining control, compliance, and governance across increasingly complex cloud environments.

After IBM’s acquisition of Hashi Corp, Terraform and Vault have been integrated into IBM’s broader automation portfolio, enabling customers to implement end‑to‑end cloud infrastructure and security lifecycle automation. Together, Hashi Corp’s multi‑cloud expertise and IBM’s global enterprise reach creates a powerful platform for digital transformation.

Inside Benelux, Strategic Account Managers play a pivotal role in expanding Hashi Corp’s footprint in large enterprise and multinational accounts, aligning with IBM’s enterprise go‑to‑market model of integrated solution selling and long‑term customer partnerships.

This role offers the opportunity to engage with some of Europe’s most sophisticated organizations across financial services, life sciences, manufacturing, public, non‑public and other highly regulated industries.

Your Role And Responsibilities
As a Strategic Account Manager, you will be responsible for driving the adoption and expansion of Hashi Corp’s enterprise infrastructure automation solutions within named strategic and enterprise accounts in Belgium & Luxembourg. You will own the full sales lifecycle—from initial engagement through deal execution and renewal—working in close alignment with Hashi Corp and IBM stakeholders to deliver measurable business outcomes for Global 2000 customers and large Belux enterprises.

Your role will focus on positioning and selling Hashi Corp’s cloud platform software, with particular emphasis on Terraform and Vault, helping customers modernize infrastructure operations, strengthen security, and improve cloud governance across complex multi‑cloud environments.

Key Responsibilities Include

Developing, managing, and closing strategic opportunities within assigned enterprise accounts in Switzerland, consistently achieving or exceeding revenue targets.

Driving customer adoption through Hashi Corp’s ALEER framework (Adopt, Land, Expand, Extend, Renew), securing initial wins and expanding usage across teams, projects, and workflows.

Executing a consultative, value‑based sales approach that aligns Hashi Corp and IBM automation solutions to customer business priorities, technical requirements, and regulatory constraints.

Expanding account footprint by introducing additional Hashi Corp capabilities and integrated IBM and Red Hat automation solution.

Building trusted advisor relationships with executive, business, and technical stakeholders across Development, IT Operations, and Security organizations.

Leading and orchestrating virtual account teams, including solution engineers, partners, and executive sponsors, to influence decision makers throughout complex, multi‑stakeholder sales cycles.

Collaborating closely with IBM enterprise sales teams, partners, and services organizations to deliver integrated, end‑to‑end automation solutions.

Maintaining a strong and accurate pipeline, forecasting revenue with discipline, and managing opportunities using structured enterprise sales methodologies.

Navigating complex procurement, legal, and commercial processes to ensure compliant and timely deal execution.

Acting as a market‑facing ambassador for Hashi Corp and IBM by representing the company at industry events and providing feedback to internal product and leadership teams.

Preferred Education
Bachelor’s Degree

Required Technical And Professional Expertise

A deep understanding with and long track record in software sales, including ownership of complex, multi‑stakeholder sales cycles and large strategic accounts.

Proven track record of consistently meeting or exceeding sales targets in a consultative, value‑based selling environment.

Strong understanding of cloud infrastructure, Dev Ops, and IT automation concepts, with exposure to multi‑cloud environments and enterprise security requirements.

Dem…