Enterprise Account Manager
HashiCorp
πRemote - Japan
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Job highlights
Summary
Join HashiCorp as an Enterprise Account Manager and drive sales of our complete software suite to mid-sized and large enterprises. This full-remote, outside sales position requires managing the sales cycle from prospect to close, engaging with existing and new open-source users, and proactively managing resources. You will manage complex sales campaigns, align solutions to customer needs, and articulate the company vision. Success in this role demands accurate forecasting, effective communication, and exceeding sales goals. Regular air travel is required.
Requirements
- Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
- Significant 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
- Native level of Japanese language skill is MUST
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 making use of 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 customerβs 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 deal desk to ensure proper execution of documents and correct process, and follow instructions or recommendations set by these teams and company management
Preferred Qualifications
Business level of English skill is a big plus
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