Entreprise Account Manager, Strategic Accounts

Job Title: Navy Account Manager

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 include:

• Developing, handling, and closing business within the United States Navy and Marine Corps territory.
• Deepening the HashiCorp footprint by driving the sales cycle from prospecting, aligning value drivers, closing and selling the complete HashiCorp software suite.
• Engaging new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio.
• Engaging in significant outbound activity making use of the tools available.
• Proactively and efficiently handling resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes.
• Handling sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations.
• Aligning the overall HashiCorp solution to the customer's business needs, challenges, and technical requirements.
• Implementing solution and value selling to existing customer base and new prospects.
• Articulating and evangelizing the vision and positioning of both the company and products, and securing strategic commercial commitments.
• Building a balanced pipeline of revenue and new logos for your target accounts.
• Accurately forecasting business on a quarterly cadence.
• Accurately estimating qualifying opportunities based on MEDDPICC.
• Optimally connecting with management, legal, and deal desk to ensure accurate execution of documents and correct process.
• Regular air travel is required.

Required technical and professional expertise includes:

• Experience in Open Source software business models, proficiency in Cloud, Infrastructure, and Security software.
• Ability to simultaneously drive 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.