Strategic Account Manager

$153,000 - $180,000/Yr

Hashicorp - Seattle, WA

Full-time - Mid Level

Seattle, WA

Professional, Scientific, and Technical Services

About the position

The Strategic Account Manager is an outside sales role focused on developing, managing, and closing business within Strategic Enterprise Accounts. This position is integral to driving the sales cycle from prospecting to closing, selling the complete HashiCorp software suite to key accounts, and ensuring the adoption and consumption of solutions. The role aligns with HashiCorp's Go to Market strategy, which emphasizes adopting, landing, expanding, extending, and renewing customer relationships.

Responsibilities

• Engage new and existing strategic enterprise accounts to demonstrate the benefits of HashiCorp's technology portfolio.
• Proactively lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities.
• Lead sophisticated enterprise sales campaigns with multiple engagement points in Development, IT Operations, and Security Operations.
• Align HashiCorp solutions to the customer's business needs, challenges, and technical requirements.
• Execute solution and value selling to existing customers and new prospects.
• Articulate and evangelize the vision and positioning of the company and its products.
• Build a healthy pipeline of revenue and new logos for target accounts.
• Accurately forecast business on a weekly basis.
• Qualify opportunities based on MEDDPICC methodology.
• Connect with management, legal, and deal desk to ensure proper execution of documents and processes.

Requirements

• Experience in Security, Open Source software business models, and proficiency in Cloud and Infrastructure software.
• Extensive strategic sales and customer development experience with a track record of closing enterprise deals.
• Excellent operational discipline, including crafting and completing quarterly and annual business plans and forecasting.
• Strong executive presence, interpersonal skills, and credibility.
• Experience in a high growth company requiring critical thinking and problem solving for significant business decisions.
• Proven track record of meeting or exceeding assigned annual/quarterly goals and targets.
• Outstanding Salesforce and Clari hygiene, along with proficiency in Gong, Outreach, Slack, and Tableau.

Benefits

• Competitive base pay range of $153,000-$180,000 USD.
• On-target earnings (OTE) pay range of $306,000-$360,000 USD.