Enterprise Account Manager-Navy (DoD Secret/TS)

Introduction Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within white space and existing accounts in our enterprise accounts segment. The role is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts, driving collaboration and customer integrations across our IBM, RedHat and Apptio partners, and ensuring adoption and consumption of our collective solutionsThe enterprise accounts sales team is responsible for converting open source customers to paying customers - Drive Adoption and Land new customers, Expanding the initial use case, Extending into new solutions/products, and Renewing existing contractsIdeally, you will have a strong background and previous selling experience into the US Navy and US Marine Corps. Your role and responsibilities General Responsibilities: New Sales, Renewal Sales, Pipeline Generation, Sales Hygiene.Develop Territory and Account Plans that will drive internal Cross Functional Team members, external Partners, VARs, ISVs, etc in a consistent manner that will help build pipeline.Engage new and existing enterprise accounts to demonstrate how they can be more successful with our technology portfolioUnderstand collaboration, development and integration of potential solutions with IBM, HashiCorp, RedHat and Apptio solutions.Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomesLead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations Strong ability to sell value at the Executive/C Suite level within your assigned accountsAlign the overall HashiCorp solution to the customeru2019s business needs, challenges, and technical requirementsExecute solution and value selling to existing customer base and new prospectsArticulate and evangelize the vision and positioning of both the company and productsBuild a healthy pipeline of revenue and new logos for your target accountsAccurately forecast business on a weekly cadence based on operational requirementsAccurately qualify opportunities based on MEDDPICC, operational requirementsEffectively connect 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 Required technical and professional expertise Experience in security products, Open Source Software business models, proficiency with cloud and infrastructure software is a minimum requirement Extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals Excellent operational discipline, crafting and completing quarterly and annual business plans and forecasting Experience working for a high growth company where critical thinking and problem solving were required on daily basis to help contribute to significant business decisions Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets Outstanding Salesforce and Clari hygiene along with proficiency using Slack, Tableau, and Outlook Must have active DoD Secret or TS Clearance Preferred technical and professional experience Contemporary Technical Skills: Experience with maintaining contemporary technical skills and offering knowledge, ensuring optimal customer Technology outcomes. This includes staying up-to-date with the latest developments in Brand portfolio offerings and being able to apply this knowledge to drive sales strategies. Marketing Knowledge: Experience with leveraging marketing to drive customer lifetime value (LTV) and achieving strategic objectives for a brand. This involves understanding how to effectively utilize marketing resources to promote Brand portfolio offerings and increase customer engagement. Cross-Functional Collaboration: Experience working with Technology Sellers or leading account teams to achieve strategic outcomes for a brand. This includes the ability to collaborate with various stakeholders to drive sales strategies and ensure optimal customer Technology outcomes.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.

Created: 2026-02-09