Strategic Account Manager
Strategic Account Manager
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Job Description
About the role
Strategic Account Manager is an outside sales position responsible for developing managing and closing business within accounts in our Strategic Accounts segment. The role is 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!
HashiCorps 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!
This role needs to be located in the San Francisco Bay Area.
What youll do
- 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 customers business needs challenges and technical requirements
- Execute solution and value selling to existing customer base and new prospects
- Articulate and evangelize 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 of documents and correct process and follow instructions or recommendations set by these teams and company management
What youll need
- Experience in Security Open Source software business models proficiency in Cloud and Infrastructure software is a minimum requirement
- 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 Gong Outreach Slack and Tableau
#LIRemote
Individual pay within the range will be determined based on job relatedfactors such as skills experience and education or training.
HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process wherever these are located. More information on how IBM protects your personal information including the safeguards in case of crossborder data transfer are available here: link to IBM privacy statement.
Required Experience:
Manager
Employment Type
Full Time
