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Director, Sales
IBM
- City of Westminster, England, United Kingdom
- City of Westminster, England, United Kingdom
About
Responsibilities
Lead a team of Strategic Account Managers.
Develop, manage, and close business across HashiCorp’s portfolio for key accounts in a large territory focused on private customers.
Engage new and existing Open‑Source users to demonstrate value and accelerate adoption.
Assist reps with outbound activity and leverage partner ecosystem.
Utilize sales and forecasting tools (SFDC, Clari, LinkedIn Sales Navigator, etc.) at an expert level.
Recruit, hire, and develop top sales talent, ensuring performance management and quota attainment.
Establish and maintain a disciplined operating cadence covering pipeline, forecasting, deal review, sales execution, deployment, and revenue realization.
Manage resources and teams—both dedicated and virtual—to secure successful outcomes.
Coach reps on complex enterprise sales campaigns that involve multiple engagement points across Development, IT Operations, and Security Operations.
Align HashiCorp solutions to executive‑level customer business needs, challenges, and technical requirements.
Execute and coach on solution‑ and value‑based selling to existing customers and prospects.
Articulate and evangelize HashiCorp’s vision and product positioning, securing strategic commercial commitments.
Build a balanced pipeline of revenue and new logos for target accounts.
Accurately forecast business on a quarterly cadence.
Travel locally and regionally as required.
Estimate qualifying opportunities using MEDDPICC.
Ensure proper execution of contracts and accurate documentation in coordination with management, legal, and deal desk.
Qualifications
Minimum 8 years of formal Strategic Sales Leadership experience, building and leading high‑performance teams that consistently overachieve.
Demonstrated record of recruiting and developing sales teams of 6 or more.
Excellent communication and presentation skills at the C‑suite level.
Experience in Open‑Source Software and DevOps business models is preferred.
Proven success closing large, complex deals with strategic customers.
Strong forecast accuracy and business reporting track record.
Experience selling disruptive technology into focused markets.
Intellectual curiosity, growth mindset, and strong leadership.
Familiarity with HashiCorp and IBM products and services.
Equal Opportunity Employer IBM is committed to creating a diverse environment and 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.
About IBM Global Sales 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 passionate about driving innovation and making a difference.
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Languages
- English
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