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Introducción

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Su función y responsabilidades

 

The Account Executive is a strategic new business sales position responsible for developing, managing and closing business within large enterprises in our field sales organization. The Account Executive is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named strategic accounts. This team consists of seasoned top performers on the global sales stage, top notch SEs, customer success and an open, collaborative leadership team.

 

What you’ll do (responsibilities)

  • Strategic Value Selling  in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology 

  • Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills

  • Strategic Key Stakeholder development:  build, maintain, and grow relationships within the accounts 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

  • 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

  • Travel is required 

  • 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

  • Work well as a team member and manage your portfolio with supporting sales functions

Educación requerida
Ninguno
Educación preferida
Licenciatura
Experiencia profesional y técnica requerida

  • Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are  preferable 

  • Strategic sales and customer development experience 

  • Track record in closing large complex 6+ figure opportunities

  • Creation and execution of quarterly and annual strategic business plans

  • 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

  • MEDDPICC sales methodology skills and experience

  • Experience and self-starter in building pipeline→moving pipeline—>execution of pipeline

  • Experience and skills as Orchestrator of large complex accounts and opportunities

 
Experiencia técnica y profesional preferida
  • Familiarity with IBM and HashiCorp products and services.

Acerca de la Unidad de Negocios

IBM Software es la unidad de negocio que infunsiona inteligencia en las operaciones comerciales, desde el aprendizaje automático hasta la IA generativa, para ayudar a que las organizaciones sean más receptivas, productivas y resilientes. IBM Software ayuda a los clientes a poner la IA en acción ahora para crear valor real con confianza, velocidad y confianza en el trabajo digital, la automatización de TI, la modernización de aplicaciones, la seguridad y la sostenibilidad. Para lograrlo, es esencial aprovechar al máximo todos los datos disponibles, ya que la calidad y eficacia de la inteligencia artificial dependen directamente de los datos que la sustentan. En la mayoría de las organizaciones, los datos se distribuyen en múltiples nubes, en las instalaciones, en centros de datos privados y en el borde.La plataforma de datos e inteligencia artificial de IBM potencia y amplifica el impacto de la IA a través de datos confiables, ofreciendo capacidades avanzadas para entrenar, ajustar y desplegar inteligencia artificial a escala empresarial. Por su parte, la plataforma de nube híbrida de IBM se destaca como una de las soluciones más completas y consistentes, integrando desarrollo, seguridad y operaciones en entornos híbridos. Esta base flexible permite aprovechar los datos, sin importar dónde se encuentren, e incorporar la inteligencia artificial de manera profunda y estratégica en toda la organización.

SU VIDA @ 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?

Acerca de 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 50 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Otros detalles relevantes del empleo

For additional information about location requirements, please discuss with the recruiter following submission of your application.