Strategic Account Manager – HashiCorp (Switzerland)
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. In Switzerland, 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.
Responsibilities
* 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 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
Education
* Bachelor’s Degree required
* Master’s Degree preferred
Required Technical and Professional Expertise
* A deep understanding of 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 a matrix or alliance‑driven environment, collaborating across internal teams and external partners
* Fluent English and German required; French considered a plus depending on customer coverage
Preferred Technical and Professional Experience
* Experience selling into Swiss enterprise accounts, including industries such as financial services, insurance, pharmaceuticals, life sciences, manufacturing or regulated services
* Familiarity with regulatory, compliance and data protection requirements relevant to Switzerland 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 Miller Heiman
* Experience using CRM systems such as Salesforce for pipeline management, forecasting and reporting
* Prior experience in co‑selling or alliance‑based roles, particularly alongside large technology vendors or global system integrators
IBM is 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, genetics, pregnancy, disability, neurodivergence, age or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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