Preskoči na vsebino
Uvod

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.

Vaša vloga in odgovornosti

The Federal Account Manager is an outside sales position responsible for developing, managing and closing business within select Civilian agencies that currently have HashiCorp enterprise products in use. 

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle. This includes prospecting, aligning value drivers, resolving pain points and challenges, and selling the complete HashiCorp software suite.  

This role is located in the Washington DC Metro Area.

What you’ll do

 

  • Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)

  • Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes

  • Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain.

  • 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 new prospects.

  • Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments.

  • Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts.

  • Maintain and accurately forecast business on a weekly, monthly and quarterly cadence.

  • Accurately qualifying opportunities based on detailed MEDDPICC criteria

  • Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes.

  • Read, listen, understand and/or follow instructions or recommendations set by these teams and company management.

Zahtevana izobrazba
Brez
Zaželena izobrazba
Diploma prve stopnje
Zahtevano strokovno in tehnično znanje

  • Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks.

  • At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their environments.

  • Track record in organically growing and closing revenue within the Civilian sector.

  • Track record of managing your Renewals to maintain and build on your book of business.

  • Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice.

  • Creation and execution of quarterly and annual business plans.

  • Great 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. 

  • Experience with Salesforce is required.

Zaželeno strokovno in tehnično znanje
  • Familiarity with the IBM and HashiCorp Software Portfolio

O poslovni enoti

IBM je globalno prisoten in deluje v več kot 175 državah s široko geografsko porazdelitvijo prihodkov. Organizacija podjetja Global Markets je strateška prodajna poslovna enota, ki upravlja IBM -ov globalni odtis in tesno sodeluje z namenskimi državnimi operativnimi enotami, da služi strankam na lokalni ravni. Te državne ekipe imajo skrbnike za odnose s strankami, ki vodijo integrirane ekipe svetovalcev, strokovnjakov za rešitve in strokovnjakov za dostavo, da strankam omogočijo rast in inovacije. Z dopolnjevanjem lokalnega strokovnega znanja z globalnimi izkušnjami in digitalnimi zmogljivostmi IBM gradi globoke in široko zasnovane odnose s strankami. Ta osredotočenost na lokalno upravljanje spodbuja hitrost pri podpori strankam, naslavljanju novih trgov in vlaganju v nastajajoče priložnosti. Poleg tega organizacija Global Markets služi strankam s strokovnim znanjem v njihovi panogi ter z izdelki in storitvami, ki jih nudijo IBM in partnerji. IBM prav tako širi svoj doseg na nove in obstoječe stranke prek digitalnih tržnic.

Življenje v IBM-u

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?

O IBM-u

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.

Podrobnosti o drugem ustreznem delovnem mestu

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences


We consider qualified applicants with criminal histories, consistent with applicable law.


This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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.