Strategic Account Manager

Job Description

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 About the role Strategic Account Manager is an outside sales position responsible for developing, managing and closing business within mid-sized and large enterprises in our outside field sales organization. The SAM is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory. What You’ll Do (responsibilities) Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio Engage in significant Outbound activity using 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 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 Regular Air Travel is required Correctly estimate qualifying opportunities based on BANT 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 Required Technical And Professional Expertise Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement 17+ years of enterprise sales and customer development experience Track record in closing enterprise and mid-market deals Creation and execution of quarterly and annual business plans Good executive presence, communication skills, and credibility Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team History of accurate forecasting and business reporting Significant experience selling disruptive technology into focused markets Preferred Technical And Professional Experience Hiring manager and Recruiter should collaborate to create the relevant verbiage.