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Director, Sales
IBM
- London, England, United Kingdom
- London, England, United Kingdom
Über
at
IBM
Introduction 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.
Your Role And Responsibilities 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
Required Technical And Professional Expertise
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.
Preferred Technical And Professional Experience
Possess intellectual curiosity, growth mindset and leadership skills
Familiarity with HashiCorp and IBM’s products and services.
Seniority level
Director
Employment type
Full‑time
Job function
Sales and Business Development
Industries
IT Services and IT Consulting
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Sprachkenntnisse
- English
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