HashiCorp
Enterprise Account Manager (Full Remote)
Job Description
About the team
HashiCorp is a fast-growing company that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business.
What you’ll do (Responsibilities)
Enterprise Account Manager is an outside sales position responsible for developing, managing and closing business within mid-sized and large enterprises in our outside 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.
What you’ll need (Basic qualifications)
- Engage new and existing HashiCorp Open Source Users to demonstrate how they 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 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
- Regular Air Travel is required
- Correctly estimate qualifying opportunities based on BANT
- 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
- Fluent Japanese language skill is must
- Conversational level of English language is preferred
What's nice to have (preferred qualifications)
- Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
- Significant 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 and consistently ranked top 1-2 on their team
- History of accurate forecasting and business reporting
- Significant experience selling disruptive technology into focused markets
- Business level of English skill and Native level of Japanese language skill
#LI-Remote (exclude if not applicable)
“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.”
HashiCorp
HashiCorp helps organizations automate hybrid cloud environments with a unified approach to Infrastructure and Security Lifecycle Management.
See more jobsSafe Remote Job Search Tips
Verify Employer Thoroughly
Research the company's identity thoroughly before applying. Check for a professional website with contacts, active social media, and LinkedIn profiles. Verify details across platforms and look for reviews on Glassdoor or Trustpilot to confirm legitimacy.
Never Pay to Get a Job
Legitimate employers never require payment for applications, training, background checks, or equipment. Always reject upfront payment requests or demands for bank details, even if they claim it's for purchasing necessary work gear on your behalf.
Safeguard Your Personal Information
Protect sensitive data like SSN, bank details, or ID copies. Share this only after accepting a formal, written job offer. Ensure it's submitted via a secure company system or portal, never through insecure channels like standard email attachments.
Scrutinize Communication & Interviews
Watch for communication red flags: poor grammar, generic emails (@gmail), vague details, or undue pressure. Be highly suspicious of interviews held only via text or chat apps; legitimate companies typically use video or phone calls.
Beware of Unrealistic Offers
If an offer's salary or benefits seem unrealistically high for the work involved, be cautious. Research standard pay for similar roles. Offers that appear 'too good to be true' are often scams designed to lure you into providing information or payment.
Insist on a Formal Contract
Always secure and review a formal, written job offer or employment contract before starting work or sharing final personal details. Ensure it clearly defines your role, compensation, key terms, and conditions to avoid misunderstandings or scams.