Job description

Enterprise Account Manager - Japan (Full Remote / Work From Home)

About the team

HashiCorp is a fast-growing company that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business.

What you’ll do (Responsibilities)

Enterprise Account Manager is an outside sales position responsible for developing, managing and closing business within mid-sized and large enterprises in our outside field sales organization. The EAM is responsible for driving the sales cycle from prospect to close selling the complete HashiCorp software suite to named enterprise accounts, and inbound, non-named leads within an assigned territory.

What you’ll need (Basic qualifications)

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 (yesware, discoverorg, 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
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, 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
Regular Air Travel is required
Correctly estimate qualifying opportunities based on BANT
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
Fluent Japanese language skill is must
Conversational level of English language is preferred

What's nice to have (preferred qualifications)

Experience in Open Source software business models is preferable and proficiency in Cloud and Infrastructure software is a minimum requirement
Significant enterprise sales and customer development experience
Track record in closing enterprise and mid-market deals
Creation and execution of quarterly and annual business plans
Good 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
Significant experience selling disruptive technology into focused markets
Business level of English skill and Native level of Japanese language skill

#LI-Remote (exclude if not applicable)

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