Your Role And ResponsibilitiesIntroduction: IBMThe 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.Responsibilities
Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolioProactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomesLead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security OperationsAlign the overall solutions to the customer's business needs, challenges, and technical requirementsExecute solution and value selling to existing customer base and new prospectsArticulate and evangelise the vision and positioning of both the company and productsBuild a healthy pipeline of revenue and new logos for your target accountsAccurately forecast business on a weekly cadenceAccurately qualify opportunities based on MEDDPICCEffectively 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
Preferred EducationMaster's DegreeRequired Technical And Professional Expertise
Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure softwareAround 5 years of extensive strategic sales and strategic customer development experience with a track record of closing enterprise dealsExcellent operational discipline, crafting and completing quarterly and annual business plans and forecastingStrong executive presence, interpersonal skills, and credibilityExperience working for a high‐growth company where critical thinking and problem solving were required on a daily basis to contribute to significant business decisionsProven track record of consistently meeting or exceeding assigned annual/quarterly goals and targetsOutstanding Salesforce and Clari hygiene along with proficiency using Outreach, Slack, and TableauNative‐like Spanish language skills
Preferred Technical And Professional Experience
Experience in Open Source Software business modelsProficiency in concepts around Cloud and Infrastructure
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