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Strategic Account Manager

extra holidays - extra parental leave - work from anywhere - fully flexible
Remote: 
Full Remote
Salary: 
150 - 345K yearly
Work from: 
United States

Offer summary

Qualifications:

Experience in Security and Cloud software, Extensive strategic sales experience, Proficiency with Salesforce and Clari, Strong executive presence and credibility.

Key responsabilities:

  • Engage new and existing enterprise accounts
  • Lead sophisticated enterprise sales campaigns

Hashicorp logo
Hashicorp Information Technology & Services Large http://www.hashicorp.com
1001 - 5000 Employees
About Hashicorp
HashiCorp is the leader in infrastructure automation for multi-cloud environments. We are building solutions that enable innovation at global enterprises, offering them a common cloud operating model via consistent workflows to provision, secure, connect, and run their infrastructure with any application. All our foundational technologies are open source and developed openly, and have been since our founding. HashiCorp was founded in 2012 and is headquartered in San Francisco, though 85 percent of our employees work remotely, strategically distributed around the globe. From our inception we built the company with a remote-first approach because we believe talent has no boundaries. HashiCorp has nine principles that are the foundational characteristics of the company and serve as the rubric for decision making in a collective, consistent manner. The principles of HashiCorp are: integrity, kindness, pragmatism, humility, vision, execution, communication, beauty works better, and reflection. The principles were developed at the company’s founding, and are at the core of everything we do. HashiCorp has a thriving user community of tens of thousands, and our open source software receives tens of millions of downloads annually. HashiCorp has raised $349 million in funding to date, with the company valued at $5.1 billion following its Series E funding in March 2020. Major investors include Bessemer Venture Partners, Franklin Templeton, Geodesic Capital, GGV Capital, IVP, Mayfield Fund, Redpoint Ventures, T. Rowe Price funds and accounts, and True Ventures. Today, we count several hundred of the Global 2000 as customers. HashiCorp is a Forbes Cloud 100 company (named #4 in 2019, #32 in 2018), was named a Cloud Startup to Bet Your Career On by Business Insider, a Startup To Watch by the San Francisco Chronicle, a CNBC Most Innovative Startup, a Gartner Cool Vendor, an IDC Innovator, and was named Partner of the Year 2019 by both Microsoft Azure and Google Cloud.
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Job description

About the role

Strategic Account Manager is an outside sales position responsible for developing, managing, and closing business within 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 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 strategic accounts sales team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts!

 

Candidates will NEED to be located in UTAH or COLORADO. 

 

What you’ll do
  • 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 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
  • Accurately qualify opportunities based on MEDDPICC
  • 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

 

What you’ll need 
  • Experience in Security, Open Source software business models, proficiency in 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.
  • Strong executive presence, interpersonal skills, and credibility
  • 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
  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
  • Outstanding Salesforce and Clari hygiene along with proficiency using Gong, Outreach, Slack, and Tableau

#LI-Remote 

 

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role is:
$150,000—$172,500 USD
The OTE pay range for this role is:
$300,000—$345,000 USD

Required profile

Experience

Industry :
Information Technology & Services
Spoken language(s):
English
Check out the description to know which languages are mandatory.

Hard Skills

Strategic SellingCloud ApplicationsOpen-Source SoftwareEnterprise SalesTableau (Business Intelligence Software)ClionEducational OutreachSalesforceSlack (Software)

Other Skills

  • Social Skills
  • Critical Thinking
  • Problem Solving
Are you interested?

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