Offer summary

Qualifications:

At least 8 years of strategic sales leadership experience with high-performance teams., Proven track record in recruiting and developing sales teams of 6 or more individuals., Strong communication and presentation skills, capable of engaging with CxO level executives., Experience in selling disruptive technology and familiarity with Cloud, Security, and infrastructure concepts..

Key responsibilities:

Lead and manage a team of Strategic Account Managers in the New York City Metro area.

Engage with new and existing customers to enhance their success with HashiCorp's technology portfolio.

Build and maintain a balanced pipeline of revenue and new accounts while accurately forecasting business.

Coach team members in complex enterprise sales campaigns and ensure effective execution of sales processes.

Job description

About the role...

The Strategic Sales Director is a Sales Leadership function that leads a team of Strategic Account Managers responsible for developing, managing and closing business in our sales organization. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on private customers.

In this role you can expect to...

Lead a team of Strategic Account Managers, located in the New York City Metro. Candidates for this role must be Located in the NYC Metro.

Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio
Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem
Expert level use of sales and forecasting tools (SFDC, Clari, LinkedIn Sales navigator, etc.)
Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota.
Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realization.
Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes
Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
Align the overall HashiCorp solution to the executive level customer’s business needs, challenges, and technical requirements
Execute and coach reps on solution and value based 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 target accounts.
Accurately forecast business on a quarterly cadence
Regular local and Air Travel is required
Accurately estimate qualifying opportunities based on MEDDPICC
Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management

You may be a good fit for our team if you have...

At least 8 years formal Strategic sales leadership experience building and leading high-performance sales teams that deliver overachievement. Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people.
High career trajectory and potential.
Consistent overachievement in previous performance and results.
Possess well-developed communication and presentation skills; able to communicate at the CxO level.
Physically reside in the geography you would be leading-New York City Metro.
Experience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum
Sales leadership record in closing large, complex deals across Large Strategic customers.
Creation and execution of quarterly and annual business plans
History of accurate forecasting and business reporting
Significant experience in selling disruptive technology into focused markets
Possess intellectual curiosity, growth mindset and leadership skills

#LI-Remote

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role is:

$212,500—$235,000 USD

The OTE pay range for this role is:

$425,000—$470,000 USD

“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement.”

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