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For Companies At a Glance
- Tasks: Own the entire sales cycle and drive revenue from enterprise accounts.
- Company: Join HashiCorp, an IBM subsidiary, revolutionising cloud infrastructure since 2012.
- Benefits: Enjoy a dynamic work culture with opportunities for growth and collaboration.
- Why this job: Be part of a team that supports innovative companies and shapes the future of technology.
- Qualifications: Experience in enterprise sales and open-source software is preferred.
- Other info: HashiCorp values diversity and offers equal employment opportunities.
The predicted salary is between 43200 - 72000 £ per year.
Do you enjoy building pipelines, taking ownership of the entire sales cycle, and achieving strategic results for business clients as a proactive seller?We are seeking an Enterprise Account Manager (EAM) to join our field sales team in the UK.
The goal of this new business position is to increase revenue from named enterprise accounts in the UK. From identifying and interacting with existing customers and prospects to completing complex transactions, you will assume complete responsibility for the sales process.
What you’ll do (responsibilities)
- Take complete control of the sales cycle, from qualification and prospecting to contract signing and beyond.
- Introduce the entire Hashicorp suite of products to prospective and engaged new customers, including existing open-source users.
- Create and manage a robust pipeline of net-new opportunities in your target accounts and territory.
- Create and maintain interest by increasing outbound activity daily, including emails, phone calls, LinkedIn outreach, and event follow-ups.
- Manage complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations.
- To close high-value enterprise deals, work cross-functionally with partners, legal, executive sponsors, and presales.
- Use tools such as MEDDPICC to qualify opportunities and make precise forecasts on a quarterly basis.
- Collaborate closely with local technology and channel partners to increase reach and foster collaboration.
What you’ll need (basic qualifications)
- Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
- Enterprise sales and customer development experience
- Track record in closing enterprise and mid-market deals
- 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
- History of accurate forecasting and business reporting
- Significant experience selling disruptive technology into focused markets
#LI-AA1
“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement .”
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Life at HashiCorp
HashiCorp, an IBM company 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, an IBM Company, 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 benefits@hashicorp.com
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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Enterprise Account Manager employer: HashiCorp, Inc.
Contact Detail:
HashiCorp, Inc. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Account Manager
✨Tip Number 1
Familiarise yourself with the HashiCorp suite of products. Understanding their features and benefits will allow you to engage more effectively with potential clients and demonstrate how these solutions can meet their needs.
✨Tip Number 2
Leverage your network on LinkedIn to connect with decision-makers in your target accounts. Building relationships before the sales process can give you a significant advantage when it comes to closing deals.
✨Tip Number 3
Practice using the MEDDPICC framework to qualify opportunities. This structured approach will help you articulate your sales strategy clearly and improve your forecasting accuracy, which is crucial for enterprise sales.
✨Tip Number 4
Stay updated on industry trends and challenges faced by your target market. This knowledge will enable you to tailor your pitch and position HashiCorp's solutions as the ideal answer to their specific problems.
We think you need these skills to ace Enterprise Account Manager
Some tips for your application 🫡
Understand the Role: Before applying, make sure you fully understand the responsibilities of an Enterprise Account Manager. Familiarise yourself with the sales cycle, customer engagement strategies, and the specific products you'll be promoting.
Tailor Your CV: Highlight your experience in enterprise sales, particularly in Open Source software and Cloud technologies. Use specific examples of how you've successfully closed deals and managed complex sales processes to demonstrate your suitability for the role.
Craft a Compelling Cover Letter: In your cover letter, express your passion for sales and your understanding of the challenges faced by enterprise clients. Mention your track record in meeting sales targets and how you plan to contribute to HashiCorp's goals.
Showcase Relevant Skills: Emphasise skills that are crucial for the role, such as communication, negotiation, and forecasting. Provide examples of how you've used these skills in previous positions to achieve strategic results.
How to prepare for a job interview at HashiCorp, Inc.
✨Understand the Sales Cycle
Make sure you have a solid grasp of the entire sales cycle, from qualification to contract signing. Be prepared to discuss your previous experiences managing complex sales processes and how you overcame challenges.
✨Showcase Your Pipeline Management Skills
Be ready to talk about how you've created and managed a robust pipeline in your past roles. Highlight specific strategies you used to generate leads and maintain interest among prospects.
✨Familiarise Yourself with HashiCorp Products
Research the HashiCorp suite of products thoroughly. Understanding their features and benefits will allow you to effectively communicate how they can solve potential clients' problems during the interview.
✨Demonstrate Cross-Functional Collaboration
Prepare examples of how you've worked cross-functionally with teams such as legal, presales, and technology partners. This will show your ability to navigate complex enterprise sales campaigns and close high-value deals.
