Federal Enterprise Account Manager- Strategic Accounts (DC Metro)

Introduction A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. Your Role And Responsibilities Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within white space and existing accounts in our enterprise accounts segment. The role is 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 enterprise accounts sales team is responsible for converting open source customers to paying customers, Expanding the initial use case, Extending into new solutions/products, and Renewing existing contracts! Ideally, you will have a strong background and previous selling experience into the Department of State, Department of Energy, Department of Interior, Housing and Urban Development, Department of Labor, NASA and US Courts. In this role you can expect to…

• General Responsibilities: New Sales, Renewal Sales, Pipeline Generation, Sales Hygiene.
• Develop Territory and Account Plans that will drive internal Cross Functional Team members, external Partners, VARs, ISVs, etc in a consistent manner that will help build pipeline. Engage new and existing 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 evangelize 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 based on operational requirements
• Accurately qualify opportunities based on MEDDPICC, operational requirements
• 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

Preferred Education Bachelor's Degree Required Technical And Professional Expertise

• Experience in security products, Open Source Software business models, proficiency with cloud and infrastructure software is a minimum requirement
• 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.
• 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
• Outstanding Salesforce and Clari hygiene along with proficiency using Slack, Tableau, and Outlook.

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