Sr. Business Value Services Manager

Introduction

The Business Value team is a strategic group within the HashiCorp Sales Revenue organization, supporting opportunity pursuits within top accounts. We help customers understand the \“why act\“ and \“why act now,\“ serving as the vanguard of value at HashiCorp by sharing, scaling, and evangelizing the business value of HashiCorp\’s solutions. This enhances value-based selling and value realization across the organization.

This role focuses on helping our primarily DACH customers maximize their investments in HashiCorp. The team enjoys a broad and dynamic set of responsibilities.

Your role and responsibilities

• Position and articulate the value of HashiCorp solutions to customers and prospects, aiding in their evaluation and justification of infrastructure and security initiatives.
• Partner with account teams and customers to address complex business challenges through data-driven insights, focusing on cost optimization, performance, and revenue growth.
• Engage with Regional Sales Leadership to identify high-value opportunities and develop plans to create customer-validated collateral for deal acceleration and larger transactions.
• Implement and support strategic and financial processes for large opportunities.
• Lead the Strategic Pursuits cadence, including Big Deal Reviews twice quarterly with regional leaders, to ensure progress and proper financial outcomes are documented.
• Promote strategic deal thinking, share best practices, and foster team collaboration.
• Collaborate with Sales Enablement to develop effective training content for maximum impact.
• Validate the value delivered post-implementation and encourage customers to serve as references and contributors to value-oriented collateral.

Required technical and professional expertise

• 5-7 years of experience in value consulting, management, or advisory roles.
• Professional proficiency in English and German.
• Ability to build credibility with CIOs and business executives.
• Passion for thought leadership, financial modeling, sales enablement, deal structuring, or storytelling.
• High energy, positive attitude, open-mindedness, and kindness.
• Experience in coaching and mentoring.
• Excellent content creation and presentation skills.
• Strong collaboration skills.
• Organizational and analytical abilities.
• Ability to structure vague problems for focused problem-solving.

Preferred technical and professional experience

• 10+ years in IT strategy consulting, management consulting, IT, or value consulting.
• Knowledge of HashiCorp products is a plus.

IBM is committed to diversity and equal opportunity in employment, considering all qualified applicants without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. We comply with all fair employment practices regarding citizenship and immigration.

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