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Strategic Account Executive

IBM

Sales & Business Development

Minneapolis, MN, USA

Posted on Feb 17, 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 Brand Sales Specialist: Generalist, you are an expert in the IBM/Hashi Brand portfolio offerings and are accountable for creating demand and progressing opportunities to close. You drive optimal customer Technology outcomes and achieve strategic objectives for your brand. Your primary responsibilities will include: • Drive Strategic Outcomes: Drive the strategy, sale, and closure of deals for select offerings and use cases, achieving strategic outcomes for your brand and driving customer Technology outcomes. • Pursue New Opportunities: Proactively identify and pursue new opportunities to sell within assigned offering portfolio, leveraging marketing to drive customer lifetime value (LTV). • Maintain Technical Skills: Maintain contemporary technical skills and offering knowledge to effectively sell and deliver brand offerings. • Lead Account Team: Lead your own account team or work with a Technology Seller to drive customer Technology outcomes and achieve strategic objectives. • Leverage Marketing: Leverage marketing to drive customer lifetime value (LTV) and progress opportunities to close.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

Please note: Candidate must live in the Central Minnesota/Minneapolis area as customers are local and require frequent onsite presence.

Experience: 8+ years of successful enterprise software as a service sales experience, including managing complex sales cycles and large strategic accounts. Proven track record of exceeding quarterly and annual SAAS licensing quota sales targets in a consultative selling environment.

Domain Knowledge: Strong understanding of cloud infrastructure, DevOps, and IT automation tooling. Familiarity with Multi-Cloud infrastructure and IT Security management is required, with the ability to quickly learn HashiCorp’s product portfolio.

Strategic Selling Skills: Demonstrated ability to drive Adopt-Land-Expand sales motions in large organizations.

Excellent strategic account planning, opportunity qualification, and value selling skills. Comfortable engaging both technically and commercially at enterprise scale (e.g. mapping solutions to business outcomes, ROI/TCO analysis).

Stakeholder Management: Exceptional interpersonal and communication skills. Ability to influence and build credibility with diverse stakeholders, including senior executives, technical teams, and partner representatives. Experience collaborating in a matrixed environment or with alliance partners is a strong plus.

Language & Communication: Fluency in English is required. Able to communicate complex technical concepts in clear and persuasive terms.

Preferred technical and professional experience

● Industry Expertise: Knowledge of the German market and key industries (e.g. chemical, retail, automotive, logistics, manufacturing, telecom, defense). Experience selling solutions addressing compliance, security, or cloud transformation challenges prevalent in German enterprises is highly valued.

● Technical Acumen: Deeper familiarity with HashiCorp’s product suite (Terraform, Vault, Consul, Nomad) and how they integrate into broader enterprise ecosystems. Understanding of IBM’s software and cloud portfolio (e.g. Red Hat OpenShift, Ansible, Cloud Paks, AI/Automation tools) and how these can complement HashiCorp solutions

● Sales Methodologies: Training or certification in enterprise sales frameworks (MEDDPICC, Challenger, Miller-Heiman, etc.) and ability to apply a structured approach to complex sales. Experience with Salesforce or similar CRM for pipeline management and forecasting.

● Collaborative Mindset: Prior experience in a co-selling or alliance-driven role, especially working alongside large tech companies or global systems integrators. Ability to navigate cross-company dynamics and align different teams around common goals.

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

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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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