Job Information
IBM HashiCorp Brand Sales Manager (f/m/x) in Dusseldorf, Germany
Introduction
The Strategic and Enterprise Accounts Sales organization at HashiCorp—now part of IBM’s Automation Software group—helps leading enterprises modernize cloud infrastructure and security through industry-leading automation solutions. Our mission is to enable customers to innovate faster while maintaining control, compliance, and operational excellence across hybrid and multi-cloud environments.
Following IBM’s acquisition of HashiCorp, Terraform and Vault have been integrated into IBM’s broader automation portfolio, allowing customers to implement end-to-end cloud infrastructure and security lifecycle automation. Together, HashiCorp’s multi-cloud leadership and IBM’s enterprise reach create a powerful platform for large-scale digital transformation.
In Germany, Brand Sales Managers play a critical leadership role in scaling HashiCorp’s enterprise business, aligning with IBM’s integrated solution-selling model and developing top sales talent to support long-term customer partnerships across key German industries.
Your role and responsibilities
As a Brand Sales Manager, you will lead and develop a team of Strategic and Enterprise Account Managers responsible for driving the adoption and expansion of HashiCorp’s enterprise infrastructure automation solutions within Germany. You will be accountable for team performance, execution excellence, and talent development, ensuring consistent and predictable outcomes across a portfolio of large enterprise and Global 2000 accounts.
You will act as a people manager and player-coach, setting strategic direction, establishing a strong operating rhythm, and enabling your team to successfully execute complex enterprise sales cycles in close collaboration with HashiCorp and IBM stakeholders.
Key responsibilities include:
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Sales Leadership & Team Performance: Recruit, onboard, coach, and develop a high-performing sales team; set clear expectations, drive accountability, and ensure consistent achievement of revenue targets
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Go-To-Market Execution: Translate HashiCorp’s and IBM’s enterprise go-to-market strategy into clear priorities, territory plans, and execution frameworks for the German market
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Customer Lifecycle Management: Ensure disciplined execution of HashiCorp’s ALEER framework (Adopt, Land, Expand, Extend, Renew) across the team to drive sustainable growth and strong renewal performance
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Deal Coaching & Escalation Management: Support complex, high-impact opportunities through active deal reviews, executive alignment, and participation in key customer interactions
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Enterprise Solution Selling: Guide the team in positioning Terraform, Vault, and integrated IBM and Red Hat automation solutions against customer business objectives, technical requirements, and regulatory considerations
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Cross-Functional Leadership: Partner closely with IBM account teams, solution engineering, customer success, marketing, partners, and services organizations to deliver integrated enterprise solutions
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Forecasting & Operational Discipline: Own team pipeline health, forecasting accuracy, and performance reviews; establish cadence around pipeline inspection, QBRs, and execution metrics
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Performance Management: Conduct regular coaching sessions, performance reviews, and career development conversations; identify skill gaps and enable targeted enablement and training
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Stakeholder Engagement: Build executive-level relationships with key customers and act as an escalation point to ensure customer satisfaction and long-term partnerships
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Market Feedback & Thought Leadership: Provide structured feedback from the field to HashiCorp, IBM, and Red Hat leadership and product teams; represent the organization at selected industry events and customer forums
Required technical and professional expertise
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An extended track record in leading, coaching, or managing enterprise software sales teams, with responsibility for performance, forecasting, and talent development
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Demonstrated success in enterprise or strategic account sales, including exposure to complex, multi-stakeholder sales cycles
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Strong understanding of cloud infrastructure, DevOps, and IT automation concepts; familiarity with multi-cloud environments and enterprise security fundamentals
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Proven ability to coach Adopt-Land-Expand sales motions and value-based selling approaches
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Strong operational discipline, including pipeline management, forecasting accuracy, and use of CRM systems (e.g., Salesforce)
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Excellent communication, coaching, and stakeholder management skills, with the ability to influence both internally and externally
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Experience operating in matrix organization or co-selling environments with partners and alliances
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Native-level in German and fluent English are required (at least C1)
Preferred technical and professional experience
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Experience managing enterprise sales teams in the German market, including exposure to regulated or complex industries such as manufacturing, automotive, financial services, public sector, or telecommunications
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Familiarity with HashiCorp’s product portfolio (Terraform, Vault, Consul, Nomad) or comparable infrastructure and security platforms
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Understanding of IBM and Red Hat technologies, including OpenShift, Ansible, Cloud Paks, and broader automation or AI-driven solutions
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Formal training or certification in enterprise sales methodologies such as MEDDPICC, Challenger, or Miller Heiman
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Experience leading teams in alliance-driven or partner-heavy go-to-market models
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Demonstrated ability to attract, retain, and develop top sales talent in a competitive market
IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.