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    Strategic Account Manager - Olympia, United States - HashiCorp

    HashiCorp
    HashiCorp Olympia, United States

    1 week ago

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    Description
    About The Role


    Strategic Account Manager 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 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

    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
    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

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

    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

    The Base Pay Range For This Role Is

    $127,500—$150,000 USD

    The OTE Pay Range For This Role Is

    $255,000—$300,000 USD
    #J-18808-Ljbffr
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