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Introduction

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within white space and existing accounts in our enterprise accounts segment. The role is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts, driving collaboration and customer integrations across our IBM, RedHat and Apptio partners, and ensuring adoption and consumption of our collective solutions!

The enterprise accounts sales team is responsible for converting open source customers to paying customers - Drive Adoption and Land new customers, Expanding the initial use case, Extending into new solutions/products, and Renewing existing contracts!

Ideally, you will have a strong background and previous selling experience into the Department of Veteran Affairs (VA), U.S. Department of Agriculture (USDA), Health and Human Services (HHS), and General Services Administration (GSA).

Your role and responsibilities


  • General Responsibilities: New Sales, Renewal Sales, Pipeline Generation, Sales Hygiene.

  • Develop Territory and Account Plans that will drive internal Cross Functional Team members, external Partners, VARs, ISVs, etc in a consistent manner that will help build pipeline.
    Engage new and existing enterprise accounts to demonstrate how they can be more successful with our technology portfolio

  • Understand collaboration, development and integration of potential solutions with IBM, HashiCorp, RedHat and Apptio solutions.

  • 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 based on operational requirements

  • Accurately qualify opportunities based on MEDDPICC, operational requirements

  • 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

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise


  • Experience in security products, Open Source Software business models, proficiency with cloud and infrastructure software is a minimum requirement

  • Extensive strategic 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

Preferred technical and professional experience

  • Outstanding Salesforce and Clari hygiene along with proficiency using Slack, Tableau, and Outlook.

  • Growth Mindset
  • Self-Driven
  • Goal Oriented

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

 

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

 

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

 

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business. 

 

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.


This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.