Strategic Account Manager

Summary

Join HashiCorp's sales team as an Account Executive and drive sales of the complete HashiCorp software suite to large enterprise accounts. You will be responsible for managing the entire sales cycle, from prospecting to closing deals, and building strong relationships with key stakeholders. This role requires strategic value selling, pipeline management, and outbound activity using various tools. You will collaborate with internal teams to ensure successful outcomes and accurately forecast business. Travel is required. The ideal candidate will have experience in open-source software, cloud and infrastructure software, and a proven track record of closing large, complex deals.

Requirements

• Strategic sales and customer development experience
• Track record in closing large complex 6+ figure opportunities
• Creation and execution of quarterly and annual strategic business plans
• Executive presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
• History of accurate forecasting and business reporting
• Significant experience selling disruptive technology into focused markets
• MEDDPICC sales methodology skills and experience
• Experience and self-starter in building pipeline→moving pipeline—>execution of pipeline
• Experience and skills as Orchestrator of large complex accounts and opportunities

Responsibilities

• Strategic Value Selling in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology
• Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills
• Strategic Key Stakeholder development: build, maintain, and grow relationships within the accounts to increase the promotion and adoption of Hashicorp
• Engage in significant Outbound activity making use of the tools available (Outreach, ZoomInfo and 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
• 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
• Travel is required
• 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
• Work well as a team member and manage your portfolio with supporting sales functions

Preferred Qualifications

Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable