Strategic Account Manager



Sales & Business Development
Tennessee, USA
Posted on Wednesday, August 16, 2023

About the role

Enterprise Account Manager, Strategic Accounts is an outside sales position responsible for developing, managing, and closing business within Strategic Enterprise Accounts in our strategic 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.

HashiCorp’s Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is responsible for Expanding the initial use case, Extending into new solutions, and Renewing existing contracts.

In this role you can expect to

  • Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio
  • Engage in significant outbound activity making use of the tools available (yesware, discoverorg, 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
  • 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
  • Create a healthy pipeline of revenue and new logos for your target accounts
  • Accurately forecast business on a quarterly cadence
  • Correctly estimate qualifying opportunities based on MEDDIC
  • Partner cross functionally with management, legal and deal desk to ensure proper execution of documents and correct processees

You may be a good fit for our team if you have

  • Experience in Open Source software business models is preferred
  • Proficient in Cloud and Infrastructure software
  • Extensive strategic sales and strategic customer development experience
  • Track record in closing enterprise deals
  • Creation and execution of quarterly and annual business plans and forecasting
  • Strong executive presence, communication skills, and credibility
  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
  • Significant experience selling disruptive technology into focused markets

Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency Calculator below. Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training. Information on our benefits can be found via the link below. Intern ranges can be found below.