Federal Civilian Account Manager, Strategic Accounts

About HashiCorp

At HashiCorp, we’re building a generation-defining infrastructure software company, powered by our core principles and a growing team of talented, committed professionals working together to help organizations seamlessly transition to and operate in the cloud. Founded in 2012 and headquartered in San Francisco, 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.

About HashiCorp

HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business. 

About the role… 

The Federal Civilian Account Manager is an outside sales position responsible for developing, managing and closing business within angencies 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 existing HashiCorp 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 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
  • Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements
  • Execute solution and value selling to new prospects
  • 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
  • Correctly estimate qualifying opportunities based on BANT
  • 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

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, communication 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 disruptive technology into focused markets

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be. #LI-BS1

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.

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