The Strategic and Enterprise Sales team is 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 position responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to key accounts and ensuring adoption and consumption of our solutions.
HashiCorp’s Go to Market strategy is called ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The sales team focuses on Landing new logos, Expanding initial use cases, Extending into new solutions, and Renewing existing contracts.
Responsibilities:
* Engage with new and existing strategic enterprise accounts to demonstrate how they can benefit from our technology portfolio.
* Lead resources including dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure success.
* Lead complex enterprise sales campaigns involving multiple engagement points across Development, IT Operations, and Security Operations.
* Align HashiCorp solutions with the customer’s business needs, challenges, and technical requirements.
* Execute solution and value selling to both existing customers and new prospects.
* Articulate and promote the vision and positioning of the company and its products.
* Build and maintain a healthy pipeline of revenue and new logos.
* Forecast business accurately on a weekly basis.
* Qualify opportunities effectively using MEDDPICC methodology.
* Coordinate with management, legal, and deal desk teams to ensure proper documentation and process adherence.
Basic Qualifications:
* Experience in Security, Open Source software business models, and proficiency in Cloud and Infrastructure software.
* At least 5 years of strategic sales and customer development experience with a record of closing enterprise deals.
* Strong operational discipline, including crafting and executing quarterly and annual business plans and forecasts.
* Excellent executive presence, interpersonal skills, and credibility.
* Experience in high-growth companies requiring critical thinking and problem-solving skills.
* Proven ability to meet or exceed sales targets consistently.
* Proficiency with Salesforce, Clari, Outreach, Slack, and Tableau.
Preferred Qualifications:
* Experience in Open Source Software business models.
* Knowledge of Cloud and Infrastructure concepts.
HashiCorp, an IBM subsidiary, has been acquired by IBM and will be integrated into IBM. By applying, you acknowledge that your information will be shared with IBM subsidiaries involved in your recruitment. More details are available in the IBM privacy statement.
Application: Apply now to join us.
Life at HashiCorp:
HashiCorp, an IBM company, is driven by our people and principles. Since 2012, we've supported the world's most innovative companies in transitioning to cloud and multi-cloud infrastructure through workflows and automation.
We build infrastructure that enables innovation. Our products are used by large enterprises worldwide to provision, secure, connect, and run critical applications, delivering essential services and entertainment platforms. We aim to be a unique, infrastructure-focused company, supporting real-world workflows across multiple cloud environments.
HashiCorp is an Equal Opportunity Employer committed to diversity and inclusion. We provide equal opportunities without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status. We also accommodate qualified applicants with disabilities during the application process.
We comply with all applicable laws and regulations.
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