Strategic Account Manager, HashiCorp Italy

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

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 Italy.

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 Italian 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 Italy, 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.
• Required education
• None
• Preferred education
• Master’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.
• 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 in Italian and English
• Experience selling into Italian enterprise accounts, including industries such as financial services, insurance, or regulated services.
• Familiarity with regulatory, compliance, and data protection requirements relevant to Italy.
• Deeper technical knowledge of Hashi Corp’s product portfolio (Terraform, Vault, Consul) and their role in enterprise architectures.
• Understanding of IBM and Red Hat technologies, including Open Shift, Ansible, Cloud Paks, and broader automation or AI solutions.
• Formal training in enterprise sales methodologies such as MEDDPICC.
• Experience using CRM systems such as Salesforce for pipeline management, forecasting, and reporting.
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