Strategic Account Manager HashiCorp

Introduction

The Strategic and Enterprise Accounts Sales team at HashiCorp 6now part of IBM 27s Automation Software group 6drives 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 27s acquisition of HashiCorp, Terraform and Vault have been integrated into IBM 27s broader automation portfolio, enabling customers to implement end-to-end cloud infrastructure and security lifecycle automation. Together, HashiCorp 27s multi-cloud expertise and IBM 27s global enterprise reach create a powerful platform for digital transformation. In Switzerland, Strategic Account Managers play a pivotal role in expanding HashiCorp 27s footprint in large enterprise and multinational accounts, aligning with IBM 27s 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 27s most sophisticated organizations across financial services, life sciences, manufacturing, 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 27s enterprise infrastructure automation solutions within named strategic and enterprise accounts in Switzerland. You will own the full sales lifecycle 6from initial engagement through deal execution and renewal 6working in close alignment with HashiCorp and IBM stakeholders to deliver measurable business outcomes for Global 2000 customers and large Swiss enterprises. Your role will focus on positioning and selling HashiCorp 27s 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 27s 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 solutions
• 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

Required education

Bachelor's Degree

Required technical and professional expertise

• A deep understanding with and long track record in software sales, 6including ownership of complex, 6multi-stakeholder sales cycles 6and large strategic accounts.
• Proven track record of consistently meeting or exceeding sales targets in a consultative, 6value-based selling environment.
• Strong understanding of cloud infrastructure, 6DevOps, 6and IT automation concepts, 6with exposure to multi-cloud environments 6and enterprise security requirements.
• Demonstrated ability to execute Adopt-Land-Expand sales motions in large, 6complex organizations.
• Excellent strategic account planning, 6opportunity qualification, 6and value selling skills, 6including the ability to link technical solutions to business outcomes, 6ROI, 6and TCO.
• Strong stakeholder management 6and communication skills, 6with the ability to engage credibly with senior executives, 6technical leaders, 6and partner organizations.
• Experience working in matrix or alliance-driven environments, 6collaborating across internal teams 6and external partners.
• Fluent English is required; German is highly preferred, 6with French considered a plus depending on customer coverage.

Preferred technical and professional experience

• Experience selling into Swiss enterprise accounts, 6including industries such as financial services, 6insurance, 6pharmaceuticals, 6life sciences, 6manufacturing or regulated services
• Familiarity with regulatory compliance data protection requirements relevant to Switzerland & multinational enterprises
• Deeper technical knowledge of HashiCorp’s product portfolio (Terraform Vault Consul Nomad) & their role in enterprise architectures
• Understanding of IBM & Red Hat technologies including OpenShift Ansible Cloud Paks & broader automation or AI solutions
• Formal training or certification in enterprise sales methodologies such as MEDDPICC Challenger or Miller Heiman
• Experience using CRM systems such as Salesforce for pipeline management forecasting & reporting
• Prior experience in co-selling or alliance-based roles particularly alongside large technology vendors or global system integrators