Enterprise Account Manager
Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.
Your role and responsibilities
The Account Executive is an Enterprise new and existing business sales position responsible for developing, managing and closing business within Canada. The Account Executive is a field position responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named enterprise accounts. This team consists of seasoned top performers on the global sales stage, top notch SEs, customer success and an open, collaborative leadership team.
HashiCorp's Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend and Renew. The enterprise accounts sales team is responsible for landing new logos, expanding the initial use case, extending into new solutions and renewing existing contracts. We follow MEDDPICC sales methodology and are a customer first driven organisation.
What you'll do (responsibilities)
- Strategic Value Selling in new and existing named customer base at a user and Executive level to demonstrate how HashiCorp technology
- Build Pipeline, Run pipeline through sales cycle, Execute on pipeline - MEDDPICC sales methodology experience and skills
- Strategic Key Stakeholder development: build, maintain, and grow relationships within the accounts to increase the promotion and adoption of Hashicorp
- Engage in significant Outbound activity making use of the tools available (Outreach, ZoomInfo and 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
- Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
- Create a healthy pipeline of revenue and new logos for your target accounts.
- Accurately forecast and execute business on a quarterly cadence
- Travel is required
- Effectively communicate 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
- Work well as a team member and manage your portfolio with supporting sales functions
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Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
- Strategic sales and customer development experience
- Track record in closing and orchestrating large complex opportunities to close won
- Creation and execution of quarterly and annual strategic business plans
- Team culture mindset - open, coachable, active, helpful and helping mentality
- Executive presence, communication skills, and credibility
- Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
- History of accurate forecasting and business reporting; Rigour
- Experience selling disruptive technology into focused markets.
- MEDDPICC sales methodology skills and experience
- Experience and self-starter in building pipeline→moving pipeline->execution of pipeline
Preferred technical and professional experience
Familiarity with IBM and HashiCorp products and services.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
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ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.
Perks and Benefits
Health and Wellness
Parental Benefits
Work Flexibility
Office Life and Perks
Vacation and Time Off
Financial and Retirement
Professional Development
Diversity and Inclusion
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