Strategic Account Manager

IBM

IBM

Sales & Business Development

Sydney, NSW, Australia

Posted on Apr 9, 2026
Introduction

HashiCorp, an IBM company, is a fast-growing company that solves development, operations, and security challenges in infrastructure. We build products that provide organizations with a consistent way to manage their move to cloud-based IT infrastructures for running applications. Our products enable companies to integrate AWS, Microsoft Azure, Google Cloud, and other clouds, as well as on-premises environments, accelerating their ability to deliver new applications.

We are expanding our presence in the Australian Enterprise sector and are seeking a Sydney-based Strategic Account Executive to lead this growth.

Your role and responsibilities

As a Strategic Account Manager, you will be responsible for selling HashiCorp’s enterprise software solutions to key Financial Services and Tier 1 clients. This strategic, high-impact role requires experience selling complex solutions into regulated environments, strong stakeholder management skills, and a deep understanding of the federal procurement landscape.

HashiCorp’s Go-to-Market strategy is ALEER: Adopt, Land, Expand, Extend, and Renew. The enterprise accounts sales team is responsible for Landing new logos, Expanding initial use cases, Extending into new solutions, and Renewing existing contracts.

● Own and drive the full sales cycle with enterprise and strategic accounts, from prospecting through to close and long-term account growth.

● Develop and execute account plans for key customers, aligned with their cloud, cybersecurity, and digital transformation strategies to demonstrate how our technology portfolio can enhance their success.

● Build strong, trusted relationships with decision-makers across Development, IT Operations, Security Operations, cloud infrastructure, and procurement teams.

● Effectively position HashiCorp’s enterprise offerings (e.g., Terraform Enterprise, Vault Enterprise) to address enterprise challenges related to security, automation, compliance, and scalability.

● Navigate enterprise procurement frameworks, including compliance, Information Security, Legal, and strategic sourcing arrangements.

● Collaborate cross-functionally with solution engineers, channel partners, marketing, legal, and customer success teams to craft and deliver value-based solutions.

● Accurately forecast and manage your sales pipeline using tools like Salesforce.

● Represent HashiCorp at industry and marketing events in Melbourne and across Australia.

● Build a healthy pipeline of revenue and new logos for your target accounts to meet revenue quota goals.

● Accurately forecast business on a weekly cadence.

● Accurately qualify opportunities based on MEDDPICC.

● Effectively connect with management, legal, and deal desk to ensure proper execution of documents and correct process, following instructions or recommendations set by these teams and company management.

Required education
Bachelor's Degree
Preferred education
None
Required technical and professional expertise

● Experience in Security, with proficiency in Cloud and Infrastructure software.

● Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals.

● Excellent operational discipline, including crafting and completing quarterly and annual business plans and forecasting.

● Strong executive presence, interpersonal skills, and credibility.

● Experience working for a high-growth company where critical thinking and problem-solving were required daily to contribute to significant business decisions.

● Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.

● Outstanding Salesforce and Clari hygiene, along with proficiency using Gong, Outreach, Slack, and Tableau.

Preferred technical and professional experience

● Experience in Open Source software business models.

● Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets, consistently ranking in the top 1-2 on their team.

● History of accurate forecasting and business reporting.

● Significant experience selling disruptive technology into focused markets.

● Existing relationships within Melbourne’s enterprise IT, procurement stakeholders and partner ecosystems are highly advantageous.

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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