Strategic Account Manager- Pittsburgh

HashiCorp • United States, United States • 4w ago

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 Pittsburgh, PA.

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

"HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement (https://www.ibm.com/us-en/privacy) ."

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