Enterprise Account Manager, Federal Systems Integrators

About the role 

The Federal Systems Integrator Account Manager is an outside sales position responsible for developing, handling and closing business within integrators that currently have HashiCorp enterprise products in use. 

This role is responsible for deepening the Hashicorp footprint by driving the sales cycle from prospecting, aligning value drivers, closing and selling the complete HashiCorp software suite.  

In this role you can expect to

  • Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio
  • Engage in significant Outbound activity making use of the tools available (yesware, discoverorg, Sales navigator, etc.)
  • Proactively and efficiently handle resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
  • Handle 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
  • Implement solution and value selling to existing customer base and new prospects
  • Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
  • Build a healthy pipeline of revenue and new logos for your target accounts.
  • Accurately forecast business on a quarterly cadence
  • Regular Air Travel is required
  • Accurately estimate qualifying opportunities based on BANT
  • Optimally connect with management, legal and deal desk to ensure accurate 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 Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement
  • Significant enterprise sales and customer development experience in strategic account manager role. 
  • Track record in closing enterprise and government deals
  • Creation and execution of quarterly and annual business plans
  • Good executive presence, interpersonal skills, and credibility
  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team
  • History of accurate forecasting and business reporting
  • Significant experience selling innovative technology into focused markets

Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency calculator. Information on our benefits can be found here.  Intern ranges can be found here

Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency calculator. Information on our benefits can be found here.  Intern ranges can be found here