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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

Role Overview

The Sales Leader, APAC – HashiCorp Business is responsible for driving growth, market expansion, and operational excellence across the Asia-Pacific region. This leader will own revenue, bookings, and pipeline performance while building a high-performing team that accelerates adoption of HashiCorp solutions across enterprise, mid-market, and strategic accounts.

This role requires a transformational sales leader who can scale a hybrid motion (direct + channel + IBM ecosystem), expand whitespace opportunities, and position HashiCorp as a strategic platform within modernization, multi-cloud, security, and platform engineering initiatives.

Key Responsibilities1. Revenue & Growth Leadership

• Own regional bookings, revenue, and pipeline targets.

• Develop and execute the APAC growth strategy aligned to global objectives.

• Drive expansion across core, renewal, and whitespace segments.

2. Market Expansion & Strategic Positioning

• Expand HashiCorp footprint across key APAC markets (ANZ, ASEAN, India, Korea, Greater China).

• Position HashiCorp as foundational to cloud modernization, platform engineering, DevSecOps, and Zero Trust initiatives.

• Lead executive-level engagement in strategic accounts with IBM Account Teams

• Build regional lighthouse wins to serve as referenceable success stories.

3. Team Leadership & Talent Development

• Recruit, develop, and retain high-performing sales leaders and individual contributors.

• Foster a culture of accountability, operational rigor, and customer obsession.

• Coach teams on enterprise selling, complex deal cycles, and multi-stakeholder engagement.

4. IBM Ecosystem & Cross-Portfolio Collaboration

• Partner closely with IBM Consulting, Software, and Infrastructure teams to drive integrated motions.

• Leverage IBM’s enterprise footprint to unlock whitespace opportunities.

• Build joint account plans with IBM leadership in region.

5. Channel & Partner Acceleration

• Strengthen regional partner ecosystem (GSIs, regional SIs, cloud hyperscalers).

• Drive co-sell and partner-led growth motions.

• Ensure effective enablement and partner alignment to HashiCorp value proposition.

6. Operational Excellence

• Maintain strong forecast accuracy and disciplined pipeline management.

• Implement data-driven sales execution and cadence.

• Drive high-quality deal inspection and executive sponsorship in strategic pursuits.

Key Performance Indicators (KPIs)

• Annual Bookings & Revenue Achievement

• Pipeline Coverage & Quality

• New Logo Acquisition

• Whitespace Expansion in IBM Accounts

• Renewal & Expansion Rate

• Partner Contribution to Revenue

• Team Engagement & Retention

Required education

Bachelor's Degree

Required technical and professional expertise

Qualifications & Experience

• 10+ years of enterprise technology sales experience, including 5+ years leading regional sales teams.

• Proven track record of exceeding multi-country revenue targets.

• Experience in cloud infrastructure, DevOps, security, or platform engineering markets.

• Strong understanding of enterprise buying centers (CIO, CISO, CTO, Platform Engineering leaders).

• Experience navigating complex, multi-stakeholder, long-cycle enterprise deals.

• Demonstrated ability to scale through partners and ecosystem plays.

• Executive presence and ability to engage at C-level.

Leadership Competencies

• Strategic Thinker – Connects regional execution to global strategy.

• Builder & Scaler – Grows teams and builds repeatable motions.

• Collaborative Operator – Thrives in matrixed environments.

• Execution-Oriented – Delivers predictable results with rigor.