Introduction

IBM

Your role and responsibilities

The Strategic and Enterprise Sales team is a team responsible for developing,
managing, and closing business within strategic and enterprise accounts in our
strategic accounts segment. The Strategic Account Manager role is an outside
sales function responsible for driving the sales cycle from prospect to close,
selling the complete HashiCorp software suite to named key accounts and
ensuring adoption and consumption of our solutions.
HashiCorp’s Go to Market strategy is described as ALEER, which stands for
Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is
responsible for Landing new logos, Expanding the initial use case, Extending
into new solutions, and Renewing existing contracts.
Responsibilities:
· Engage new and existing strategic enterprise accounts to demonstrate how
they can be more successful with our technology portfolio
· Proactively and efficiently lead resources with dedicated teams, virtual
teams, partners, and executive staff around sales opportunities to ensure
successful outcomes
· Lead sophisticated enterprise sales campaigns with multiple prospect
engagement points in Development, IT Operations, and Security Operations
· Align the overall HashiCorp solution to the customer’s business needs,
challenges, and technical requirements
· Execute solution and value selling to existing customer base and new
prospects
· Articulate and evangelise the vision and positioning of both the company
and productsThe Strategic and Enterprise Sales team is a team responsible for developing, managing, and closing business within strategic and enterprise accounts in our strategic accounts segment. The Strategic Account Manager role is an outside sales function responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts and ensuring adoption and consumption of our solutions.



HashiCorp’s Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts.



Responsibilities:



· Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio



· Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes



· Lead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations



· Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements



· Execute solution and value selling to existing customer base and new prospects



· Articulate and evangelise the vision and positioning of both the company and products



· Build a healthy pipeline of revenue and new logos for your target accounts



· 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 and follow instructions or recommendations set by these teams and company managementrecommendations set by these teams and company managementrecommendations set by these teams and company management

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement

· Around 5 years of extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals



· Excellent operational discipline, 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 on daily basis to help 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 Outreach, Slack, and Tableau


· Native-like Spanish language skills

· Build a healthy pipeline of revenue and new logos for your target accounts


· Accurately forecast business on a weekly cadence

Preferred technical and professional experience

• Experience in Open Source Software business models

· Proficiency in concepts around Cloud and Infrastructure