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 Sr. Corporate Account Executive is responsible for finding creating managing and closing business within our Corporate market sales organization (Enterprise Mid-Market Commercial). The CAM is responsible for selling the complete HashiCorp an IBM Company (HashiCorp) portfolio of software products to new and existing customers.This role will be 75% landing new business and 25% renewing and growing current 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 making use of the tools available
● 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
● 4+ years Sales specifically closing experience
● Success managing both inbound and outbound sales motions
● Familiarity with Cloud and Infrastructure software
● Experience with Open Source Software business models is preferred but not required
● A consistent record of meeting or exceeding annual/quarterly goals and targets
● Past experience creating and executing quarterly and annual business plans
● A strong executive presence communication skills and credibility
● Knowledge on how to work with channel partners
● MEDDPICC Certified
● Value-Selling Sales Methodology
● Experience using the following tools: Salesforce Clari Linkedin Sales Navigator Outreach Tableau ZoomInfo etc