Strategic Account Manager

HashiCorp, an IBM company, is a fast-growing company that solves development, operations, and security challenges in infrastructure. We build products that provide organizations with a consistent way to manage their move to cloud-based IT infrastructures for running applications. Our products enable companies to integrate AWS, Microsoft Azure, Google Cloud, and other clouds, as well as on-premises environments, accelerating their ability to deliver new applications. We are expanding our presence in the Australian Enterprise sector and are seeking a Melbourne-based Strategic Account Executive to lead this growth. As a Strategic Account Manager, you will be responsible for selling HashiCorp’s enterprise software solutions to key Financial Services and Tier 1 clients. This strategic, high-impact role requires experience selling complex solutions into regulated environments, strong stakeholder management skills, and a deep understanding of the federal procurement landscape.   HashiCorp’s Go-to-Market strategy is ALEER: Adopt, Land, Expand, Extend, and Renew. The enterprise accounts sales team is responsible for Landing new logos, Expanding initial use cases, Extending into new solutions, and Renewing existing contracts. ●      Own and drive the full sales cycle with enterprise and strategic accounts, from prospecting through to close and long-term account growth. ●      Develop and execute account plans for key customers, aligned with their cloud, cybersecurity, and digital transformation strategies to demonstrate how our technology portfolio can enhance their success. ●      Build strong, trusted relationships with decision-makers across Development, IT Operations, Security Operations, cloud infrastructure, and procurement teams. ●      Effectively position HashiCorp’s enterprise offerings (e.g., Terraform Enterprise, Vault Enterprise) to address enterprise challenges related to security, automation, compliance, and scalability. ●      Navigate enterprise procurement frameworks, including compliance, Information Security, Legal, and strategic sourcing arrangements. ●      Collaborate cross-functionally with solution engineers, channel partners, marketing, legal, and customer success teams to craft and deliver value-based solutions. ●      Accurately forecast and manage your sales pipeline using tools like Salesforce. ●      Represent HashiCorp at industry and marketing events in Melbourne and across Australia. ●      Build a healthy pipeline of revenue and new logos for your target accounts to meet revenue quota goals. ●      Accurately forecast business on a weekly cadence. ●      Accurately qualify opportunities based on MEDDPICC. ●      Effectively connect with management, legal, and deal desk to ensure proper execution of documents and correct process, following instructions or recommendations set by these teams and company management. Required Professional and Technical Expertise       ● Experience in Security, with proficiency in Cloud and Infrastructure software. ● Extensive enterprise sales and strategic customer development experience with a track record of closing enterprise deals. ● Excellent operational discipline, including crafting and completing quarterly and annual business plans and forecasting. ● Strong executive presence, interpersonal skills, and credibility. ● Experience working for a high-growth company where critical thinking and problem-solving were required daily to 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 Gong, Outreach, Slack, and Tableau. Preferred Professional and Technical Expertise      ● Experience in Open Source software business models. ● Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets, consistently ranking in the top 1-2 on their team. ● History of accurate forecasting and business reporting. ● Significant experience selling disruptive technology into focused markets. ● Existing relationships within Melbourne’s enterprise IT, procurement stakeholders and partner ecosystems are highly advantageous. Australia Sales Hybrid Professional MELBOURNE, AU