Your Role And Responsibilities
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Introduction: IBM
The 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 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 solutions 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 follow instructions or recommendations set by these teams and company management
Preferred Education
Master's Degree
Required Technical And Professional Expertise
Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software
Around 5 years of extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals
Excellent operational discipline, crafting xrdztoy 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 a daily basis to 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 Outreach, Slack, and Tableau
Native‐like Spanish language skills
Preferred Technical And Professional Experience
Experience in Open Source Software business models
Proficiency in concepts around Cloud and Infrastructure