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Entreprise Account Manager, Strategic Accounts

IBM

Sales & Business Development

California, USA · Texas City, TX, USA

Posted on Nov 19, 2025

Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

The Navy Account Manager is responsible for developing, handling, and closing business within the United States Navy and Marine Corps territory. This role is responsible for deepening the Hashicorp footprint by driving the sales cycle from prospecting, aligning value drivers, closing and selling the complete HashiCorp software suite.

Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio

Engage in significant Outbound activity making use of the tools available

Proactively and efficiently handle resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes

Handle sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations

Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements

Implement solution and value selling to existing customer base and new prospects · Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments

Build a balanced pipeline of revenue and new logos for your target accounts. · Accurately forecast business on a quarterly cadence

Accurately estimate qualifying opportunities based on MEDDPICC

Optimally connect with management, legal and deal desk to ensure accurate execution of documents and correct process, and follow instructions or recommendations set by these teams and company management

Regular Air Travel is required

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

Experience in Open Source software business models, proficiency in Cloud, Infrastructure and Security software is a minimum requirement

Experience simultaneously driving multiple go to market sales plays.

Ability to sell to strategic Navy programs with a focus on infrastructure and security teams, as well as work with the partner echo system for pre and post RFx/ program awards

Track record in closing large scale, enterprise contracts within the Navy and Marine Corps territory

Creation and execution of quarterly and annual business plans · Good executive presence, interpersonal skills, and credibility

Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team

History of accurate forecasting and business reporting

Significant experience selling innovative technology into Navy and Marine Corps programs

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

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