Sales Leader – HashiCorp for APAC Region

The Sales Leader, APAC - HashiCorp Business is responsible for driving growth, market expansion, and operational excellence across the Asia-Pacific region. This leader will own revenue, bookings, and pipeline performance while building a high-performing team that accelerates adoption of HashiCorp solutions across enterprise, mid-market, and strategic accounts. This role requires a transformational sales leader who can scale a hybrid motion (direct + channel + IBM ecosystem), expand whitespace opportunities, and position HashiCorp as a strategic platform within modernization, multi-cloud, security, and platform engineering initiatives.

Key Responsibilities

1. Revenue & Growth Leadership

* Own regional bookings, revenue, and pipeline targets.

* Develop and execute the APAC growth strategy aligned to global objectives.

* Drive expansion across core, renewal, and whitespace segments.

2. Market Expansion & Strategic Positioning

* Expand HashiCorp footprint across key APAC markets (ANZ, ASEAN, India, Korea, Greater China).

* Position HashiCorp as foundational to cloud modernization, platform engineering, DevSecOps, and Zero Trust initiatives.

* Lead executive-level engagement in strategic accounts with IBM Account Teams

* Build regional lighthouse wins to serve as referenceable success stories.

3. Team Leadership & Talent Development

* Recruit, develop, and retain high-performing sales leaders and individual contributors.

* Foster a culture of accountability, operational rigor, and customer obsession.

* Coach teams on enterprise selling, complex deal cycles, and multi-stakeholder engagement.

4. IBM Ecosystem & Cross-Portfolio Collaboration

* Partner closely with IBM Consulting, Software, and Infrastructure teams to drive integrated motions.

* Leverage IBM’s enterprise footprint to unlock whitespace opportunities.

* Build joint account plans with IBM leadership in region.

5. Channel & Partner Acceleration

* Strengthen regional partner ecosystem (GSIs, regional SIs, cloud hyperscalers).

* Drive co-sell and partner-led growth motions.

* Ensure effective enablement and partner alignment to HashiCorp value proposition.

6. Operational Excellence

* Maintain strong forecast accuracy and disciplined pipeline management.

* Implement data-driven sales execution and cadence.

* Drive high-quality deal inspection and executive sponsorship in strategic pursuits.

Requirements:
* 10+ years of enterprise technology sales experience, including 5+ years leading regional sales teams.

* Proven track record of exceeding multi-country revenue targets.

* Experience in cloud infrastructure, DevOps, security, or platform engineering markets.

* Strong understanding of enterprise buying centers (CIO, CISO, CTO, Platform Engineering leaders).

* Experience navigating complex, multi-stakeholder, long-cycle enterprise deals.

* Demonstrated ability to scale through partners and ecosystem plays.

* Executive presence and ability to engage at C-level.

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Leadership Competencies

* Strategic Thinker - Connects regional execution to global strategy.

* Builder & Scaler - Grows teams and builds repeatable motions.

* Collaborative Operator - Thrives in matrixed environments.

* Execution-Oriented - Delivers predictable results with rigor.