**Introduction** We are seeking a highly accomplished Strategic Account Manager to lead our enterprise sales initiatives for non-BFSI, Enterprise accounts in the West of India, based out of Mumbai. This individual will drive growth by managing strategic customer relationships, acquiring new enterprise clients, and expanding our footprint in existing key accounts. The SAM is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory. The ideal candidate has over 15 years of overall enterprise sales experience with at least 5 years in SaaS product sales, managing complex solution cycles, influencing C-level stakeholders, and delivering strong business outcomes. This role requires a strategic thinker with excellent negotiation skills, a deep understanding of SaaS solutions, and the ability to drive revenue growth in a competitive market. **Your role and responsibilities** What you’ll do * Develop and manage relationships with strategic and key non-BFSI enterprise accounts in the West of India, to drive adoption and expansion of Hashicorp solutions. * Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio * Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements * Create a healthy pipeline of revenue and new logos for your target accounts. * Accurately forecast business on a quarterly cadence * Regular Air Travel is required * Strong connect with CSP’s * Correctly estimate qualifying opportunities based on BANT * Effectively communicate with management, legal, and deal desk to ensure proper execution of documents and correct process, and follow instructions or recommendations set by these teams and company management * Create and execute a comprehensive sales strategy to meet or exceed revenue targets for assigned accounts. Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements * Identify, qualify, and close new business opportunities within non-BFSI enterprise segments, ensuring a robust sales pipeline. * Act as a trusted advisor to clients, understanding their business needs and aligning Hashicorp solutions to deliver measurable value. * Work closely with product, marketing, and customer success teams to ensure seamless delivery and client satisfaction. * Stay updated on industry trends, competitor activities, and market dynamics to position our SaaS offerings effectively. * Provide accurate sales forecasts, track performance metrics, and report on account progress to senior leadership. * Lead contract negotiations, ensuring favourable terms while maintaining strong client relationships. **Required technical and professional expertise** What you’ll need * Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement * 17+ years of enterprise sales and customer development experience * Track record in closing enterprise and mid-market deals * Creation and execution of quarterly and annual business plans * * History of accurate forecasting and business reporting * Significant experience selling disruptive technology into focused markets **Preferred technical and professional experience** * Good executive presence, communication skills, and credibility * Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team 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.