Job description
About the team
The Account Executive is a strategic new business sales position responsible for developing, managing and closing business within large enterprises in our field sales organization. The Account Executive is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named strategic accounts. This team consists of seasoned top performers on the global sales stage, top notch SEs, customer success and an open, collaborative leadership team.
What you’ll do (responsibilities)
- Strategic Value Selling in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology
- Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills
- Strategic Key Stakeholder development: build, maintain, and grow relationships within the accounts to increase the promotion and adoption of Hashicorp
- Engage in significant Outbound activity making use of the tools available (Outreach, ZoomInfo and 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
- 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
- Travel is required
- 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
- Work well as a team member and manage your portfolio with supporting sales functions
What you’ll need (basic qualifications)
- Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
- Strategic sales and customer development experience
- Track record in closing large complex 6+ figure opportunities
- Creation and execution of quarterly and annual strategic business plans
- Executive presence, communication skills, and credibility
- Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
- History of accurate forecasting and business reporting
- Significant experience selling disruptive technology into focused markets
- MEDDPICC sales methodology skills and experience
- Experience and self-starter in building pipeline→moving pipeline—>execution of pipeline
- Experience and skills as Orchestrator of large complex accounts and opportunities
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“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 .”
