HashiCorp Brand Sales Manager (f/m/x)

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

• 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
• 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
• 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
• Deal Coaching & Escalation Management: Support complex, high‑impact opportunities through active deal reviews, executive alignment, and participation in key customer interactions
• 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
• Cross-Functional Leadership: Partner closely with IBM account teams, solution engineering, customer success, marketing, partners, and services organizations to deliver integrated enterprise solutions
• Forecasting & Operational Discipline: Own team pipeline health, forecasting accuracy, and performance reviews; establish cadence around pipeline inspection, QBRs, and execution metrics
• Performance Management: Conduct regular coaching sessions, performance reviews, and career development conversations; identify skill gaps and enable targeted enablement and training
• Stakeholder Engagement: Build executive-level relationships with key customers and act as an escalation point to ensure customer satisfaction and long‑term partnerships
• 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

Preferred Education

Master’s Degree

Required Technical And Professional Expertise

• An extended track record in leading, coaching, or managing enterprise software sales teams, with responsibility for performance, forecasting, and talent development
• Demonstrated success in enterprise or strategic account sales, including exposure to complex, multi-stakeholder sales cycles
• Strong understanding of cloud infrastructure, DevOps, and IT automation concepts; familiarity with multi-cloud environments and enterprise security fundamentals
• Proven ability to coach Adopt‑Land‑Expand sales motions and value-based selling approaches
• Strong operational discipline, including pipeline management, forecasting accuracy, and use of CRM systems (e.g., Salesforce)
• Excellent communication, coaching, and stakeholder management skills, with the ability to influence both internally and externally
• Experience operating in matrix organization or co‑selling environments with partners and alliances
• Native-level in German and fluent English are required (at least C1)

Preferred Technical And Professional Experience

• 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
• Familiarity with HashiCorp’s product portfolio (Terraform, Vault, Consul, Nomad) or comparable infrastructure and security platforms
• Understanding of IBM and Red Hat technologies, including OpenShift, Ansible, Cloud Paks, and broader automation or AI-driven solutions
• Formal training or certification in enterprise sales methodologies such as MEDDPICC, Challenger, or Miller Heiman
• Experience leading teams in alliance-driven or partner‑heavy go-to-market models
• Demonstrated ability to attract, retain, and develop top sales talent in a competitive market