About the role... 

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

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle from prospecting, aligning value drivers, closing and selling the complete HashiCorp software suite.  

In this role you can expect to...

• Engage existing HashiCorp 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 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 healthy pipeline of revenue and new logos for your target accounts.
• Accurately forecast business on a quarterly cadence
• Accurately estimate qualifying opportunities based on MEDDPICC.
• Effectively communicate with management, legal and deal desk to ensure accurate execution of documents and correct process, and follow instructions or recommendations set by these teams and company management

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

• Experience in Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement.
• Significant DoD experience, specifically in DISA, 4th Estate and COCOMs. 
• Track record in closing and growing revenue within DOD. 
• DoD Secret clearance strongly preferred. 
• TS clearance is helpful but not required. 
• 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. 

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