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The Federal Account Manager is an outside sales position responsible for developing, managing and closing business within the Army and associated commands 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.

• 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.

• 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 Army/DOD 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.

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:

$150,000 — $172,500 USD

The OTE pay range for this role is:

$300,000 — $345,000 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.”

HashiCorp, an IBM company is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world's most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.

At HashiCorp, an IBM Company, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.

HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.

HashiCorp is committed to providing reasonable accommodations to qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please reach out to benefits@hashicorp.com