About the team
The Strategic and Enterprise Sales team is a team responsible for developing, managing, and closing business within strategic and enterprise accounts in our strategic accounts segment. The Strategic Account Manager role is an outside sales function responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts and ensuring adoption and consumption of our solutions.
HashiCorp’s Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts.
What you will do (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
What you will need (basic qualifications):
- Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement
- 5+ years of 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
- Native-like German language skills
What is good to have (preferred qualifications):
- Experience in Open Source Software business models
- Proficiency in concepts around Cloud and Infrastructure
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“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement.”
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What We Do
HashiCorp was founded by Mitchell Hashimoto and Armon Dadgar in 2012 with the goal of revolutionizing datacenter management: application development, delivery, and maintenance. The datacenter of today is very different than the datacenter of yesterday, and we think the datacenter of tomorrow is just around the corner.
