Key Skills

Job Description

Introduction The Strategic and Enterprise Accounts Sales team at HashiCorp—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. Following IBM’s acquisition of HashiCorp, 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, HashiCorp’s multi-cloud expertise and IBM’s global enterprise reach creates a powerful platform for digital transformation. In Netherlands, Strategic Account Managers play a pivotal role in expanding HashiCorp’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 HashiCorp’s enterprise infrastructure automation solutions within named strategic and enterprise accounts in Netherlands You will own the full sales lifecycle—from initial engagement through deal execution and renewal—working in close alignment with HashiCorp and IBM stakeholders to deliver measurable business outcomes for Global 2000 customers and large Belux enterprises. Your role will focus on positioning and selling HashiCorp’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 HashiCorp’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 HashiCorp and IBM automation solutions to customer business priorities, technical requirements, and regulatory constraints. Expanding account footprint by introducing additional HashiCorp 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 HashiCorp 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, DevOps, and IT automation concepts, with exposure to multi-cloud environments and enterprise security requirements. Demonstrated ability to execute Adopt-Land-Expand sales motions in large, complex organizations. Excellent strategic account planning, opportunity qualification, and value selling skills, including the ability to link technical solutions to business outcomes, ROI, and TCO. Strong stakeholder management and communication skills, with the ability to engage credibly with senior executives, technical leaders, and partner organizations. Experience working in matrix or alliance-driven environments, collaborating across internal teams and external partners. Prior experience in co-selling or alliance-based roles, particularly alongside large technology vendors or global system integrators. Preferred Technical And Professional Experience Fluent Dutch and English Experience selling into Netherlands enterprise accounts, including industries such as financial services, insurance, pharmaceuticals, life sciences, manufacturing, non-public or regulated services. Familiarity with regulatory, compliance, and data protection requirements relevant to BeLux and multinational enterprises. Deeper technical knowledge of HashiCorp’s product portfolio (Terraform, Vault, Consul, Nomad) and their role in enterprise architectures. Understanding of IBM and Red Hat technologies, including OpenShift, Ansible, Cloud Paks, and broader automation or AI solutions. Formal training or certification in enterprise sales methodologies such as MEDDPICC, Challenger, or Sandler. Experience using CRM systems such as Salesforce for pipeline management, forecasting, and reporting

Core Responsibilities

Own the full sales lifecycle for named strategic and enterprise accounts in the Netherlands, driving adoption, expansion, renewals, and revenue for HashiCorp solutions, especially Terraform and Vault. Coordinate IBM and HashiCorp teams, partners, and customer stakeholders to deliver integrated automation solutions, manage complex sales processes, and maintain accurate pipeline forecasts.

Requirements

Requires a strong track record in software sales, consistently achieving targets and managing complex strategic accounts through consultative, value-based sales motions. Candidates should understand cloud infrastructure, DevOps, automation, and enterprise security, with strong account planning and stakeholder skills; Dutch and English fluency and relevant Netherlands enterprise experience are preferred.