Federal Enterprise Account Manager- Strategic Accounts; DC Metro

Introduction

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within white space and existing accounts in our enterprise accounts segment. The role is responsible for driving the sales cycle from prospect to close, selling the complete Hashi Corp software suite to named key accounts, driving collaboration and customer integrations across our IBM, Red Hat and Apptio partners, and ensuring adoption and consumption of our collective solutions!

The enterprise accounts sales team is responsible for converting open source customers to paying customers - Drive Adoption and Land new customers, Expanding the initial use case, Extending into new solutions/products, and Renewing existing contracts!

Ideally, you will have a strong background and previous selling experience into the Department of Veteran Affairs (VA), U.S. Department of Agriculture (USDA), Health and Human Services (HHS), and General Services Administration (GSA).

• General Responsibilities:
  
  New Sales, Renewal Sales, Pipeline Generation, Sales Hygiene.
• Develop Territory and Account Plans that will drive internal Cross Functional Team members, external Partners, VARs, ISVs, etc in a consistent manner that will help build pipeline.
• Engage new and existing enterprise accounts to demonstrate how they can be more successful with our technology portfolio.
• Understand collaboration, development and integration of potential solutions with IBM, Hashi Corp, Red Hat and Apptio solutions.
• 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 Hashi Corp 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 based on operational requirements.
• Accurately qualify opportunities based on MEDDPICC, operational requirements.
• 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.

• Experience in security products, Open Source Software business models, proficiency with cloud and infrastructure software is a minimum requirement.
• Extensive strategic 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 Slack, Tableau, and Outlook.
• Growth Mindset.
• Self-Driven.
• Goal Oriented.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.