Strategic Account Manager

Introduction

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 Federal Government sector and are seeking a Canberra-based Strategic Account Manager, Defence to lead this growth.

Your role and responsibilities

As a Strategic Account Manager, Federal Government, you will be responsible for selling HashiCorp's enterprise software solutions to key Defence & National Security federal government departments and agencies. 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.

• Focus agencies include DoD, ASD, DHA, DFAT and Attorney General's Department.
• Own and drive the full sales cycle with federal government accounts, from prospecting through to close and long-term account growth.
• Develop and execute account plans for key agencies, 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 government challenges related to security, automation, compliance, and scalability.
• Navigate federal procurement frameworks, including BuyICT, DTA panels, ISM compliance, 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 government events in Canberra 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.

• Australian citizenship required; Baseline security clearance NV2 or higher preferred.
• Proven experience working with or within Defence, National Security or federal agencies
• 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.

• 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 Canberra's federal government IT and procurement ecosystem are highly advantageous.