Sales Professional Services Sales Consultant (f/m/x) Professional Multiple Cities

Stellenbeschreibung:

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, excellenc 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

At HashiCorp, we are committed to delivering innovative solutions that empower our customers to achieve their business objectives. We are seeking a dedicated Professional Services Sales Lead to join our dynamic team and help drive the success of our services offerings.

The Professional Services Sales Lead will be responsible for building and managing a pipeline of services opportunities in collaboration with regional Sales Leadership, Account Managers, Solutions Engineers, and Solution Architects. This role requires a strong understanding of customer business and technical objectives, enabling the position of appropriate services that align with customer needs. The ideal candidate will establish themselves as a trusted advisor, guiding customers in maximising the value of HashiCorp products and services.

What You’ll Do:

Pipeline Development: Consistently build a pipeline of services opportunities by partnering with regional sales teams.
Sales Process Management: Oversee multiple opportunities through various stages of the sales process, ensuring a seamless experience for customers.
Customer Engagement: Lead the services sales process to understand customer requirements and objectives, positioning appropriate services effectively.
Advisory Role: Provide guidance to Account Managers and Sales Engineers on suitable services for current and prospective customers.
Trusted Advisor: Engage directly with customers to recommend services that deliver value and align with their objectives.
Value Proposition Communication: Articulate and communicate the value proposition of HashiCorp products and services to customers.
Solution Architecture: Advise customers on initial solution architecture, author Statements of Work (SOW), and position packaged service offerings.
Opportunity Creation: Drive the creation of service opportunities, manage pursuit activities, and assist Account Managers in closing transactions.
Knowledge Transition: Facilitate knowledge transfer from sales to post-sales to ensure the Professional Services team is ready for successful project delivery.
Forecast Management: Maintain accurate forecasts of services opportunities and actively participate in regional forecast meetings.
Resource Planning: Collaborate with Professional Services leaders for effective resource planning for upcoming engagements.
Material Development: Develop and maintain a library of Professional Services presentations, solution briefs, and SOW templates.
Administrative Duties: Complete all necessary administrative tasks and duties in a timely manner.
Travel Requirements: Travel as needed to meet with customers and support sales activities.

Required education

None

Preferred education

Bachelor's Degree

Required technical and professional expertise

Fluent in German and English (at least C1 level).
8+ years working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers.
Successful background working within a Professional Services organization, focused on the selling and/or implementation of technology solutions for customers.
Proven experience in sales, particularly in the technology or professional services industry and managing the services sales process.
Experience in authoring SOWs Successful background developing strong customer relationships and positioning outcome based services aligned to customer business and technical objectives.
Strong understanding of business and technical objectives within the enterprise software arena.
Excellent communication and presentation skills, with the ability to articulate complex concepts clearly.
Excellent interpersonal skills, with the ability to gain the support and commitment of others through exceptional verbal and written communication.
Experience engaging with senior business leaders and delivering customer facing presentations.
Ability to gain the confidence and trust of others through consistency and integrity.
Ability to work collaboratively, co-create and build partnerships to achieve shared goals.
Ability to plan and prioritise work to meet commitments aligned with organisational goals.
Ability to adapt to change and operate in unclear situations.
Excellent analytical and problem solving skills.

Preferred technical and professional experience

B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred.

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.