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About the role
Strategic Account Manager is an outside sales position responsible for developing, managing and closing business within mid-sized and large enterprises in our outside field sales organization. The SAM is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory.
What you’ll do (responsibilities)
- Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio
- Engage in significant Outbound activity using the tools available (yesware, discoverorg, Sales navigator, etc.)
- Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
- Manage complex 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 evangelize the vision and positioning of both the company and products and secure strategic commercial commitments
- Create a healthy pipeline of revenue and new logos for your target accounts.
- Accurately forecast business on a quarterly cadence
- Regular Air Travel is required
- Correctly estimate qualifying opportunities based on BANT
- Effectively communicate with management, legal, and the deal desk to ensure proper execution of documents and correct process, and follow instructions or recommendations set by these teams and company management
What you’ll need (basic qualifications)
- Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
- 17+ years of enterprise sales and customer development experience
- Track record in closing enterprise and mid-market deals
- Creation and execution of quarterly and annual business plans
- Good executive presence, communication skills, and credibility
- Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team
- History of accurate forecasting and business reporting
- Significant experience selling disruptive technology into focused markets#LI-AD1
#LI-Hybrid
“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 cross-border data transfer, are available here: link to IBM privacy statement.”
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