Strategic Account Manager, HashiCorp Italy

IBM
IBM

Sales & Business Development

Metropolitan City of Milan, Italy

Posted on Jun 24, 2026
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 HashiCorp’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 HashiCorp and IBM stakeholders to deliver measurable business outcomes for Global 2000 customers and large Italian 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 Italy, 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.

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, 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 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 HashiCorp’s product portfolio (Terraform, Vault, Consul) 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 in enterprise sales methodologies such as MEDDPICC.
* Experience using CRM systems such as Salesforce for pipeline management, forecasting, and reporting.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, 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.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

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