Team Manager, Sales Campaigns & Lead Funnel - HashiCorp
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 cloud journey.
Your role and responsibilities
At HashiCorp, an IBM Company, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach: rather than focusing on specific technologies, we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.
About the team
Our Global Integrated Campaigns & Program team drives worldwide strategies to engage prospects and customers and generate demand for our prioritized products and solutions. We lead the Go to Market (GTM) strategy and partner closely with Product Marketing, the Worldwide Field Organization, Corporate Marketing, Growth Marketing, Partner Marketing, DevRel, and others to bring full-funnel campaigns and programs to life, optimizing performance and business impact.
About the role
We are seeking a Team Manager, Sales Campaigns & Lead Engine Programs to lead a team of four in executing high-impact, global marketing programs. This role oversees both Sales Plays & Lead Engine Programs - translating campaign strategy into scalable sales motions and outreach activation across global segments - and Corporate Segment Programs, which engage long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in both team collaboration and execution at scale.
In this role you can expect to:
Operationalize Sales Plays to Activate Campaigns
● Translate campaign strategy into scalable, persona-based sales plays for the Worldwide Field Organization (WWFO).
● Develop, manage, and track Sales Plays: account targets, messaging, BOMs, and cross-organization synergy plays (e.g., IBM, Red Hat, HashiCorp).
● Work closely with Sales teams (WWFO, SDRs, Corporate Segment Account Managers) and their leadership to ensure campaign alignment, account targeting, messaging, and lead follow-up.
● Update existing campaigns and build new sales plays for Solutions-level campaigns in partnership with Campaign Managers.
● Launch new sales play campaigns aligned to GTM priorities.
● Prepare sales toolkits, and pipeline acceleration motions in partnership with SDR and CAM teams.
● Act as the primary point of contact for SDR and Corporate Sales, providing monthly readouts and driving adoption of marketing programs.
Optimize the Lead Engine & Funnel Management
● Partner closely with Marketing Operations to manage and optimize lead workflows, scoring, routing, and lifecycle processes.
● Implement lifecycle automation to accelerate speed-to-lead and increase conversion.
● Build and optimize personalized chatbot experiences, including meeting bookers and targeted offers.
● Develop Outreach performance scorecards, A/B testing strategies, and AI-based content optimization in partnership with Campaign Managers.
● Maintain and update messaging libraries for practitioner and decision-maker campaigns in alignment with campaign themes and value propositions.
● Oversee lead lifecycle performance, including volume, conversion, and funnel health.
● Prepare monthly/quarterly reporting (MBRs/QBRs) on campaign and sales performance, delivering actionable insights for optimization.
Scale Corporate Segment Marketing
● Serve as primary point of contact for Corporate Segment marketing programs, serving as the point of contact for Corporate Segment programs, leveraging Campaign Playbooks as sources of truth.
● Plan and execute virtual workshops, Tactic sessions, and first- and third-party corporate events as needed for the Corporate segment.
● Enable SDRs and CAMs with messaging, templates, sequences, and pre/post-event sales packages.
● Partner with Growth Marketing, Digital teams, etc. on content syndication and outreach automation efforts for Corporate segment, including messaging committees and A/B testing.
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● Scale personalized prospect and customer experiences across campaigns.
Partner with peers on program execution, product launches, and accelerated outbound campaigns.
Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
● 7+ years of relevant experience overseeing high-velocity and scaled marketing campaigns and 2+ years of experience managing small teams.
● Experience developing and executing global programs with diverse stakeholders.
● Proven track record of achieving measurable success against funnel metrics and KPIs.
● Experience collaborating closely with diverse Sales teams and Marketing Operations.
● Background in multiple marketing disciplines, including sales campaigns, demand generation, lead funnel optimization, and performance marketing
Preferred technical and professional experience
● Experience at high-growth tech companies.
● Experience marketing cloud services or enterprise software.
- Experience targeting decision-maker audiences.
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.
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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
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
Perks and Benefits
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Financial and Retirement
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