Strategic Account Manager
HashiCorp
HashiCorp, an IBM company, is a fast-growing company that solves development, operations, and security challenges in infrastructure. We build products that provide organizations with a consistent way to manage their move to cloud-based IT infrastructures for running applications. Our products enable companies to integrate AWS, Microsoft Azure, Google Cloud, and other clouds, as well as on-premises environments, accelerating their ability to deliver new applications.
We are expanding our presence in the Australian Enterprise sector and are seeking a Sydney-based Strategic Account Executive to lead this growth.
As a Strategic Account Manager, you will be responsible for selling HashiCorp’s enterprise software solutions to key Financial Services and Tier 1 clients. This strategic, high-impact role requires experience selling complex solutions into regulated environments, strong stakeholder management skills, and a deep understanding of the federal procurement landscape.
HashiCorp’s Go-to-Market strategy is ALEER: Adopt, Land, Expand, Extend, and Renew. The enterprise accounts sales team is responsible for Landing new logos, Expanding initial use cases, Extending into new solutions, and Renewing existing contracts.
● Own and drive the full sales cycle with enterprise and strategic accounts, from prospecting through to close and long-term account growth.
● Develop and execute account plans for key customers, aligned with their cloud, cybersecurity, and digital transformation strategies to demonstrate how our technology portfolio can enhance their success.
● Build strong, trusted relationships with decision-makers across Development, IT Operations, Security Operations, cloud infrastructure, and procurement teams.
● Effectively position HashiCorp’s enterprise offerings (e.g., Terraform Enterprise, Vault Enterprise) to address enterprise challenges related to security, automation, compliance, and scalability.
● Navigate enterprise procurement frameworks, including compliance, Information Security, Legal, and strategic sourcing arrangements.
● Collaborate cross-functionally with solution engineers, channel partners, marketing, legal, and customer success teams to craft and deliver value-based solutions.
● Accurately forecast and manage your sales pipeline using tools like Salesforce.
● Represent HashiCorp at industry and marketing events in Melbourne and across Australia.
● Build a healthy pipeline of revenue and new logos for your target accounts to meet revenue quota goals.
● Accurately forecast business on a weekly cadence.
● Accurately qualify opportunities based on MEDDPICC.
● Effectively connect with management, legal, and deal desk to ensure proper execution of documents and correct process, following instructions or recommendations set by these teams and company management.
● Experience in Security, with proficiency in Cloud and Infrastructure software.
● Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals.
● Excellent operational discipline, including crafting and completing quarterly and annual business plans and forecasting.
● Strong executive presence, interpersonal skills, and credibility.
● Experience working for a high-growth company where critical thinking and problem-solving were required daily to contribute to significant business decisions.
● Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
● Outstanding Salesforce and Clari hygiene, along with proficiency using Gong, Outreach, Slack, and Tableau.
● Experience in Open Source software business models.
● Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets, consistently ranking in the top 1-2 on their team.
● History of accurate forecasting and business reporting.
● Significant experience selling disruptive technology into focused markets.
● Existing relationships within Melbourne’s enterprise IT, procurement stakeholders and partner ecosystems are highly advantageous.