Enterprise Sales Manager

2 weeks ago

Sydney, New South Wales, Australia HashiCorp, Inc. Full time
About the Role

As an Enterprise Sales Manager at HashiCorp, Inc., you will be responsible for driving business growth and development within Enterprise Accounts. This outside sales position requires a strong understanding of the company's software suite and the ability to sell it to key accounts.

Key Responsibilities
  • Develop and Manage Enterprise Accounts: Engage with new and existing strategic enterprise accounts to demonstrate the value of HashiCorp's technology portfolio.
  • Lead Sales Campaigns: Proactively lead resources to ensure successful outcomes in sales opportunities, including development, IT operations, and security operations.
  • Align Solutions with Customer Needs: Align the overall HashiCorp solution with the customer's business needs, challenges, and technical requirements.
  • Execute Solution and Value Selling: Execute solution and value selling to existing customer bases and new prospects.
  • Articulate Company Vision: Articulate and evangelize the vision and positioning of HashiCorp and its products.
  • Build Revenue Pipeline: Build a healthy pipeline of revenue and new logos for target accounts.
  • Forecast Business: Accurately forecast business on a weekly cadence.
  • Qualify Opportunities: Accurately qualify opportunities based on MEDDPICC.
  • Collaborate with Management: Effectively connect with management, legal, and deal desk to ensure proper execution of documents and correct process.
Requirements
  • Experience in Security and Open Source Software: Experience in security, open source software business models, proficiency in cloud and infrastructure software is a minimum requirement.
  • Enterprise Sales Experience: Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals.
  • Operational Discipline: Excellent operational discipline, crafting and completing quarterly and annual business plans and forecasting.
  • Executive Presence: Strong executive presence, interpersonal skills, and credibility.
  • High Growth Company Experience: Experience working for a high growth company where critical thinking and problem solving were required on a daily basis to contribute to significant business decisions.
  • Meeting Goals and Targets: Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
  • Proficiency in Salesforce and Clari: Outstanding Salesforce and Clari hygiene along with proficiency using Gong, Outreach, Slack, and Tableau.

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