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Workflows to provision, secure, connect, and run any infrastructure for any application

Enterprise Account Manager

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HashiCorpについて

HashiCorpは、企業がビジネス クリティカルなタスクに集中できるように、インフラストラクチャーの開発、オペレーション、およびセキュリティの課題を解決する急成長中のスタートアップ企業です。当社は、不足を補うソリューションを示し、容易に解決するツールを構築しています。当社のツールは、WindowsやLinuxなどの物理マシンとSaaSやIaaSなどの仮想マシンの両方を管理します。

職務について

エンタープライズアカウントマネージャーは、当社の各地に組織されているセールス部門で、法人向けビジネスの開拓、管理、クロージングを担当する外部セールス職です。その職務は、HashiCorpのソフトウェアスイートを主要顧客に販売するために、見込み客からクロージングまでの販売サイクルを責任持って推進することです。

求められる役割

  • 新規および既存のHashiCorpオープンソースユーザーを取り込み、HashiCorpの技術ポートフォリオがあればもっと成功できる方法を実証する
  • 利用可能なツール(yesware、discoverorg、Sales navigatorなど)を利用して、アウトバウンド活動に幅広く従事する
  • 専任チーム、バーチャルチーム、および販売機会に関する幹部社員と連携し、積極的かつ効率的にリソースを管理し、確実に成果を上げる
  • 開発、ITオペレーション、セキュリティオペレーションにおける複数の見込み客のエンゲージメントポイントで、複雑なエンタープライズセールスのキャンペーンを管理する
  • 顧客のビジネスニーズ、課題、技術要件に合わせて、HashiCorpのソリューション全体を調整する
  • 既存顧客や新規見込み客へのソリューションおよびバリューセリングを実行する
  • 会社と製品のビジョンとポジショニングを明確にして推進し、商業的コミットメントを戦略的に確実なものにする
  • 自身のターゲット顧客の収益と新しいロゴの健全なパイプラインを構築する
  • 四半期ごとにビジネスを正確に予測する
  • 定期的に飛行機を利用した出張が必要である
  • BANTに基づいて適切な機会を正しく判断する
  • マネジメント、法務、取引デスクと効果的に連携して、ドキュメントの適切な実行と正確な処理を徹底し、これらのチームおよび会社経営陣の指示やアドバイスに従う

このような方が当社のチームに適しています

  • オープンソースソフトウェアのビジネスモデルの経験があることが望ましく、最低条件として、クラウドおよびインフラストラクチャソフトウェアに精通していること
  • 多岐にわたる戦略的販売および戦略的顧客開拓の経験をお持ちの方
  • 企業との取引を成立する際の記録を管理監督できる方
  • 四半期および年間事業計画を作成して実行できる方
  • 優れた幹部としての存在感、コミュニケーション能力、信頼性のある方
  • 割り当てられた年間および四半期の目標と目的を一貫して達成または超過してきた確かな実績があり、チーム内で常にトップ1~2位にランクされている方
  • 正確な予測と事業報告を行ってきた経歴をお持ちの方
  • 破壊的技術を重点市場に販売した豊富な経験をお持ちの方

HashiCorpは多様性と機会均等を受け入れています。私たちは、多様なバックグラウンド、視点、スキルを示すことができるチームの構築に尽力しています。より包摂的であればあるほど、より良い会社になると信じています。

HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build products to give organizations a consistent way to manage their move to cloud-based IT infrastructures for running their applications. Our products enable companies large and small to mix and match AWS, Microsoft Azure, Google Cloud, and other clouds as well as on-premises environments, easing their ability to deliver new applications for their business.

About the role

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within Enterprise Enterprise Accounts in our outside field sales organization. The role is responsible for driving the sales cycle from prospect to close selling the complete HashiCorp software suite to named key accounts.

In this role you can expect to

  • Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio
  • Engage in significant Outbound activity making use of the tools available (yesware, discoverorg, Sales navigator, etc.)
  • Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
  • 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 existing customer base and new prospects
  • Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments
  • Build a healthy pipeline of revenue and new logos for your target accounts.
  • Accurately forecast business on a quarterly cadence
  • Regular Air Travel is required
  • Accurately estimate qualifying opportunities based on BANT
  • Effectively 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 fit for our team if you have

  • Experience in Open Source software business models is preferred and proficiency in Cloud and Infrastructure software is a minimum requirement
  • Significant strategic sales and strategic customer development experience
  • Supervise record in closing enterprise deals
  • Creation and execution of quarterly and annual business plans
  • Good 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
  • Significant experience selling disruptive technology into focused markets

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be. #LI-RU1

Location
JapanRemote
Hires remotely
Everywhere
Job type
Full-time
Visa sponsorship
Not Available

Medical, dental, and vision

HashiCorp offers your choice of medical plans as well as dental and vision coverage for you and any dependents, including spouses, domestic partners, and children. Coverage begins upon your first day of hire.

401(k)

Our 401(k) plan provides a variety of investment options to help you fund your retirement. The plan allows you to contribute a designated amount of your pre-taxed income from each paycheck thereby lowering your taxable annual income.

Remote friendly

We call San Francisco home, but our team is spreading across the world. Though some roles may be location dependent, we welcome remote work.

Flexible time off

We embrace a culture of personal responsibility and mutual trust, and we want our vacation and time off policy to reflect that. The FTO Policy allows employees to take paid time away from work for not only vacations and illnesses, but a variety of other personal needs. Employees may use FTO in any increments of time and there are no minimum allowances or maximum limits.

Commuter benefits

You may elect up to $255 per month for transit as well as parking expenses for a total of $510 for the purchase of commuter passes or payment of approved transit vendors. The monthly elections are pretax deductions which will lower your taxable income.

½ paid day off for company community service

Everyone is encouraged to take advantage of our company community service day which takes place on Veteran's Day each year and allows you take a half day of paid time off for the purpose of volunteering with a local charity of your choosing.

Life and disability insurance

HashiCorp provides life insurance coverage in the amount equal to your annual salary at no cost to you. You will also be covered under our short term and long term disability policies in the event that you are unable to work for an extended period of time due to a health condition.

Flexible spending account (fsa)

You can set aside pretax money to go towards the purchase or payment of approved health care and dependent care expenses. These can include copays, birth control, day care for children or elder adults, acupuncture, and more.

Generous paid holidays

We offer 8 Paid Holidays each year to all employees. We respect all major holidays, and provide an extended break for Thanksgiving, Christmas, and New Years.

HashiCorp at a glance

Workflows to provision, secure, connect, and run any infrastructure for any application

HashiCorp focuses on Cloud Management, Software, Cloud Infrastructure, Cyber Security, and Private Equity . Their company has offices in San Francisco Bay Area. They have a large team that's between 501-1000 employees. To date, HashiCorp has raised $349M of funding; their latest round was closed on March 2020.

You can view their website at https://www.hashicorp.com or find them on Twitter and Facebook.

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