Sales leader - Nordic Region

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.

• 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.

• 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.