Sr.Manager Sales

Introduction

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, excellence, 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 in their cloud journey.

Your role and responsibilities

• Strategic Sales Leadership: Develop and execute the overall commercial strategy for the Nordic region, ensuring alignment with company objectives and driving consistent sales growth.
• Drive ARR: The main goal of the Nordic sales leader will be to increase the ARR across the Nordic business. The Nordic region has huge growth potential and is a key business to grow NEMEA in CY26
• Team Management and Development: Lead, mentor, and manage a high-performing sales team to achieve and exceed sales targets and KPIs.
• Enterprise Account Management: Engage with new and existing strategic enterprise accounts, specifically focusing on C-suite executives and key stakeholders in Development, IT Operations, and Security Operations.
• Pipeline and Forecasting Accuracy: Oversee sales operations, including meticulous pipeline management, accurate business forecasting on a weekly cadence and ensuring SFDC hygiene is of the highest standard.
• IBM ecosystem and channel collaboration: Work closely with leaders across IBM as well as a network of partners, system integrators (SIs), and cloud service providers (CSPs) to leverage business opportunities and drive sales through a two-tier model.
• Solution Selling and Technical Alignment: Articulate and evangelize HashiCorp's vision and products aligning the technical solutions to customers' business needs and technical requirements.
• Market Analysis and Events: Analyse market trends and competitor activities to refine strategies, and represent HashiCorp at industry events and conferences to strengthen brand positioning and generate leads.

Required education

None

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Experience: Extensive (typically 8-12+ years) B2B enterprise sales and strategic customer development experience, with a proven track record of consistently meeting or exceeding annual/quarterly goals and closing large, complex deals.
• Industry Knowledge: Proficiency in cloud and infrastructure software, IT operations, security, DevOps, and open source business models.
• Leadership and Communication: Strong leadership skills, executive presence, and the ability to articulate complex technology simply and build strong, cross-functional relationships.
• Operational Discipline: High level of operational discipline, including experience with sales methodologies like MEDDPICC, and proficiency with CRM systems (e.g., Salesforce) and sales analytics tools.
• Language: Fluency in English is required, and native-like proficiency in a Scandinavian language, particularly Swedish, is necessary due to the regional focus.
• Travel: Willingness and ability to travel nationally and occasionally globally as required for client meetings and events.

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.

Client-provided location(s): Stockholm, Sweden

Job ID: IBM-77485

Employment Type: OTHER

Posted: 2025-12-02T18:49:20