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HashiCorp

Federal Account ManagerUnited States

Federal Account Manager

United States

The Federal Account Manager will define the Federal market strategy, business plan and sales strategy within a DOD and / or IC assigned market. The role will also be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key Government accounts within targeted territories.

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

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

Track record in closing large, complex deals across verticals in the Fortune 500

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 ranked top 1-2 on their team

History of accurate forecasting and business reporting

Active Security Clearance for DOD and IC roles.

Prior experience selling to the Federal government required

General Responsibilities

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

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