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Enterprise Account Manager

3 months ago

Auckland, Auckland, New Zealand HashiCorp, Inc. Full time

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within Enterprise Accounts. The role is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts and ensuring adoption and consumption of our solutions

HashiCorp's Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The enterprise accounts sales team is responsible for Landing new logos, Expanding the initial use case, Extending into new solutions, and Renewing existing contracts

In this role you can expect to...

  • Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio
  • Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes
  • Lead sophisticated 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
  • Build a healthy pipeline of revenue and new logos for your target accounts
  • Accurately forecast business on a weekly cadence
  • Accurately qualify opportunities based on MEDDPICC
  • Effectively connect 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

You may be a good fit for our team if you have...

  • Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement
  • Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals
  • Excellent operational discipline, crafting and completing quarterly and annual business plans and forecasting.
  • Strong executive presence, interpersonal skills, and credibility
  • Experience working for a high growth company where critical thinking and problem solving were required on daily basis to help contribute to significant business decisions
  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
  • Outstanding Salesforce and Clari hygiene along with proficiency using Gong, Outreach, Slack, and Tableau
Apply Life at HashiCorp

HashiCorp is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world's most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.

At HashiCorp, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.

HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.

HashiCorp is committed to providing reasonable accommodations to qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please reach out to

We comply with all laws and regulations set forth in the following posters:

Note: some benefits may differ from one country to another.

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