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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 Navy Account Manager is responsible for developing, handling, and closing business within the United States Navy and Marine Corps territory. This role is responsible for deepening the Hashicorp footprint by driving the sales cycle from prospecting, aligning value drivers, closing and selling the complete HashiCorp software suite.

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

Proactively and efficiently handle resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes

Handle 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

Implement 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

Build a balanced pipeline of revenue and new logos for your target accounts. · Accurately forecast business on a quarterly cadence

Accurately estimate qualifying opportunities based on MEDDPICC

Optimally connect with management, legal and deal desk to ensure accurate execution of documents and correct process, and follow instructions or recommendations set by these teams and company management

Regular Air Travel is required

Required technical and professional expertise

Experience in Open Source software business models, proficiency in Cloud, Infrastructure and Security software is a minimum requirement

Experience simultaneously driving multiple go to market sales plays.

Ability to sell to strategic Navy programs with a focus on infrastructure and security teams, as well as work with the partner echo system for pre and post RFx/ program awards

Track record in closing large scale, enterprise contracts within the Navy and Marine Corps territory

Creation and execution of quarterly and annual business plans · Good executive presence, interpersonal 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 innovative technology into Navy and Marine Corps programs

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.