A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team always seeking new possibilities and dedicated to creating the world's leading AI-powered cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts ensuring exceptional client experiences with a focus on delivery excellence and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings now part of IBM which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security enhancing IBM's cloud solutions to ensure enterprises achieve efficiency security and scalability in their cloud journey.
The Corporate Account Manager is responsible for developing managing and closing business within our mid and commercial market sales organization. The CAM is acquisition-focused and responsible for selling the complete HashiCorp portfolio of software products to new customers.
● 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 with the sales tools available (ZoomInfo LinkedIn Sales Navigator Outreach Salesforce etc.)
● Manage multiple sales cycles sales campaigns and install base customers in a high-paced dynamic environment
● Build and execute complex sales engagements targeting Development IT Operations and Security Operations personas
● Align HashiCorp technology solutions to customers' 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
● Qualify queries requests and inbound leads that come through our website and other channels
● Accurately forecast business on a monthly and quarterly cadence
● Receive hands-on guidance and training from sales leaders sales enablement mentors through onboarding and recurring meetings
● 2+ years of complex full cycle sales closing experience
● Success managing both inbound and outbound sales motions
● Familiarity with cloud and infrastructure software
● A consistent record of meeting or exceeding annual/quarterly goals and targets
● Demonstrated success in creating and executing quarterly/annual business plans
● A strong executive presence communication skills and credibility
● Experience with forecasting and business reporting
● Knowledge of HashiCorp suite of products
● Experience with open-source software business models preferred