Strategic Account Manager

View full description

Requirements:

• Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
• Strategic sales and customer development experience
• Track record in closing large complex 6+ figure opportunities
• Creation and execution of quarterly and annual strategic business plans
• Executive presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
• History of accurate forecasting and business reporting
• Significant experience selling disruptive technology into focused markets
• MEDDPICC sales methodology skills and experience
• Experience and self-starter in building pipeline→moving pipeline—>execution of pipeline
• Experience and skills as Orchestrator of large complex accounts and opportunities

Responsibilities:

• Strategic Value Selling in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology
• Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills
• Strategic Key Stakeholder development: build, maintain, and grow relationships within the accounts to increase the promotion and adoption of Hashicorp
• Engage in significant Outbound activity making use of the tools available (Outreach, ZoomInfo and 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
• Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
• Create a healthy pipeline of revenue and new logos for your target accounts.
• Accurately forecast business on a quarterly cadence
• Effectively communicate 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
• Work well as a team member and manage your portfolio with supporting sales functions