Strategic Account Manager

About the roleStrategic 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 portfolioProactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomesLead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security OperationsAlign the overall HashiCorp solution to the customer's business needs, challenges, and technical requirementsExecute solution and value selling to existing customer base and new prospectsArticulate and evangelize the vision and positioning of both the company and productsBuild a healthy pipeline of revenue and new logos for your target accountsAccurately forecast business on a weekly cadenceAccurately qualify opportunities based on MEDDPICCEffectively 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 requirementExtensive strategic sales and strategic customer development experience with a track record of closing enterprise dealsExcellent operational discipline, crafting and completing quarterly and annual business plans and forecasting.Strong executive presence, interpersonal skills, and credibilityExperience working for a high growth company where critical thinking and problem solving were required on daily basis to help contribute to significant business decisionsProven track record of consistently meeting or exceeding assigned annual/quarterly goals and targetsOutstanding Salesforce and Clari hygiene along with proficiency using Gong, Outreach, Slack, and Tableau

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: $127,500-$150,000 USD The OTE pay range for this role is: $255,000-$300,000 USD