Enterprise Account Manager - Boston, United States

Enterprise Account Manager 3 (EAM3) is an outside sales position responsible for developing, managing and closing business within small, mid sized and large enterprises in our outside field sales organization.

The EAM3 will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to both named key account clients, and inbound non named account leads within a sales region

Candidate Minimum Requirements: Significant Enterprise Sales and strategic customer development experience

Experience in Open Source software business models is preferred but not required, proficient in concepts around Cloud and infrastructure software is a minimum requirement

Track record in closing deals in both large enterprises as well as SMB market tiers

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 in selling disruptive technology into focused markets

General Requirements:

Engage new and existing Open Source users of HashiCorp to provide value around how users 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 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 existing customer base and 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

Regular Air Travel is required

Correctly estimate qualifying opportunities based on BANT

Effectively and timely 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