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Introduction

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.

Your role and responsibilities

The Corporate Account Manager is responsible for developing, managing and closing business within our mid and commercial market sales organization. The CAM is acquisition-focused and responsible for selling the complete HashiCorp portfolio of software products to new customers.

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Engage new and existing HashiCorp open source users to demonstrate how they can be more successful with our technology portfolio

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Engage in significant outbound activity with the sales tools available (ZoomInfo, LinkedIn Sales Navigator, Outreach, Salesforce, etc.)

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Manage multiple sales cycles, sales campaigns, and install base customers in a high-paced dynamic environment

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Build and execute complex sales engagements targeting Development, IT Operations, and Security Operations personas

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Align HashiCorp technology solutions to customers' business needs, challenges, and technical requirements

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Execute solution and value selling to existing customer base and new prospects

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Articulate and evangelize the vision and positioning of both the company and products

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Qualify queries, requests, and inbound leads that come through our website and other channels

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Accurately forecast business on a monthly and quarterly cadence

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Receive hands-on guidance and training from sales leaders, sales enablement, mentors through onboarding and recurring meetings

Required technical and professional expertise

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1+ year of complex, full cycle sales closing experience

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Success managing both inbound and outbound sales motions

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Familiarity with cloud and infrastructure software

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A consistent record of meeting or exceeding annual/quarterly goals and targets

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Demonstrated success in creating and executing quarterly/annual business plans

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A strong executive presence, communication skills, and credibility

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Experience with forecasting and business reporting

Preferred technical and professional experience

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Knowledge of HashiCorp suite of products

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Experience with open-source software business models preferred

IBM is committed to creating a diverse environment and 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.