Enterprise Account Manager

About the team

The Enterprise Sales is a team of senior executive sales responsible for developing, managing and closing business within target large accounts in our Enterprise focused sales organisation. The Enterprise Account Managers (EAMs) are responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing only on Enterprise customers with significant development operations tooling and process needs.

What you will do (responsibilities):

• Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around 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 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, and secure strategic commercial commitments
• Accurately forecast business on a quarterly cadence
• National and occasionally global travel required

What you will need (basic qualifications):

• Enterprise Sales and strategic customer development experience
• Track record in driving and closing large, complex deals
• Experience in 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
• Attentive to forecasting and business reporting responsibilities
• Knowledge of sales methodologies (such as MEDDPICC)
• Experience selling to the Public Sector (this is a must-have)

What is good to have (preferred qualifications):

• Experience in Open Source Software business models
• Proficiency in concepts around Cloud and Infrastructure

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.

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