About the role... 

The Federal Account Manager is an outside sales position responsible for developing, managing and closing business within National Security and Intelligence Community agencies that currently have HashiCorp enterprise products in use. 

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle. This includes prospecting, aligning value drivers, resolving pain points and challenges, and selling the complete HashiCorp software suite.  

In this role you can expect to...

• Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)
• Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
• Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain.
• 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 new prospects.
• Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments.
• Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts.
• Maintain and accurately forecast business on a weekly, monthly and quarterly cadence.
• Accurately qualifying opportunities based on detailed MEDDPICC criteria
• Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes.
• Read, listen, understand and/or follow instructions or recommendations set by these teams and company management.

You may be a good fit for our team if you have...

• Top Secret/SCI with CI Poly clearance is required.
• Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks.
• At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their Mission Critical and Unclassified Environments.
• Significant Intelligence Community and National Security experience is paramount with relationships with the government customer, FSIs and reseller community
• Track record in organically growing and closing revenue within the National Security sector.
• Track record of managing your Renewals to maintain and build on your book of business.
• Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice.
• Creation and execution of quarterly and annual business plans.
• Great 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. 
• Experience with Salesforce is required. 

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