Enterprise Account Manager is a new business sales position responsible for developing, managing and closing business within mid-sized and large enterprises in our field sales organization. The EAM is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory. 

• Engage new and existing HashiCorp Open Source Users to demonstrate how they can be successful with our technology portfolio
• Help to build, maintain, and grow relationships within the regional partner community to increase the promotion and adoption of Hashicorp
• Engage in significant Outbound activity making use of the tools available (Outreach, ZoomInfo and Sales navigator, etc.)
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales 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
• Some Travel is required 
• Correctly estimate qualifying opportunities based on MEDDPICC.  
• Effectively 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

• 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

#LI-Remote