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Enterprise Account Manager - Sydney

extra holidays - extra parental leave - work from anywhere - fully flexible
Remote: 
Full Remote
Contract: 
Full time
Work from: 
Australia

Offer summary

Qualifications:

Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software, Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals.

Key responsabilities:

  • Engage and drive sales for enterprise accounts
  • Align solutions to customers' needs and lead sales campaigns effectively
  • Build pipeline, forecast accurately and qualify opportunities
  • Connect with teams for proper document execution
  • Articulate company vision and products, evangelize positioning
Hashicorp logo
Hashicorp Information Technology & Services Large https://local.hashicorp.com/es
1001 - 5000 Employees
HQ: San Francisco
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.
See more Hashicorp offers

Job description

About the role

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within Enterprise Accounts. 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 enterprise 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 enterprise 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

Required profile

Experience

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

Hard Skills

Slack (Software)Enterprise SalesSalesforceCustomer DevelopmentClionTableau (Business Intelligence Software)Educational Outreach

Other Skills

  • Executive Presence
  • Social Skills
Are you interested?

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