Strategic Account Manager

Summary

Join HashiCorp's Strategic and Enterprise Sales team as a Strategic Account Manager. This outside sales role focuses on driving the sales cycle from prospect to close for the HashiCorp software suite within key accounts. You will engage new and existing accounts, lead resources across teams and partners, and execute sophisticated sales campaigns. Responsibilities include aligning HashiCorp solutions with customer needs, articulating the company vision, building a strong revenue pipeline, and accurately forecasting business. Success requires extensive strategic sales experience, proven ability to close enterprise deals, and strong executive presence. Proficiency in Salesforce, Clari, Gong, Outreach, Slack, and Tableau is essential.

Requirements

• Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software
• 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

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 management