Ph3Your Role And Responsibilities /h3 pIntroduction: IBM /p pThe Strategic and Enterprise Sales team is responsible for developing, managing, and closing business within strategic and enterprise accounts in the strategic accounts segment. The Strategic Account Manager 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 team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts. /p h3Responsibilities /h3 ul liEngage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio /li liProactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes /li liLead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations /li liAlign the overall solutions to the customer’s business needs, challenges, and technical requirements /li liExecute solution and value selling to existing customer base and new prospects /li liArticulate and evangelise the vision and positioning of both the company and products /li liBuild a healthy pipeline of revenue and new logos for your target accounts /li liAccurately forecast business on a weekly cadence /li liAccurately qualify opportunities based on MEDDPICC /li liEffectively connect with management, legal, and deal desk to ensure proper execution of documents and follow instructions or recommendations set by these teams and company management /li /ul h3Preferred Education /h3 pMaster's Degree /p h3Required Technical And Professional Expertise /h3 ul liExperience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software /li liAround 5 years of extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals /li liExcellent operational discipline, crafting and completing quarterly and annual business plans and forecasting /li liStrong executive presence, interpersonal skills, and credibility /li liExperience working for a high‑growth company where critical thinking and problem solving were required on a daily basis to contribute to significant business decisions /li liProven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets /li liOutstanding Salesforce and Clari hygiene along with proficiency using Outreach, Slack, and Tableau /li liNative‑like Spanish language skills /li /ul h3Preferred Technical And Professional Experience /h3 ul liExperience in Open Source Software business models /li liProficiency in concepts around Cloud and Infrastructure /li /ul /p #J-18808-Ljbffr