Enterprise Account Manager - (Full Remote 100%)

As an Enterprise Account Manager at HashiCorp, you will manage and close business within mid-sized and large enterprises. This involves engaging with new and existing HashiCorp Open Source Users, managing complex sales processes, and aligning our solutions with customers’ needs.

To be successful as an Enterprise Account Manager at HashiCorp, candidates should have significant enterprise sales experience, a track record in closing deals, and familiarity with Open Source software and cloud technologies. Proficiency in English and native-level Japanese is essential.

The role of an Enterprise Account Manager at HashiCorp is full remote, promoting a flexible work environment where you can drive sales activities from anywhere in Japan while collaborating with teams across the globe.

Your key responsibilities as an Enterprise Account Manager will include engaging with HashiCorp users, managing significant outbound activities, forecasting business, executing solution selling, and creating a healthy pipeline of new accounts.

Enterprise Account Managers at HashiCorp play a critical role in driving sales, securing strategic commercial commitments, and building strong relationships with enterprise clients, all of which are vital to HashiCorp’s continued growth and innovation in the cloud technology sector.

The Enterprise Account Manager at HashiCorp targets a variety of industries, focusing on mid-sized and large enterprises that require cloud infrastructure solutions, particularly in sectors like IT, development, and security operations.

Yes, HashiCorp offers significant opportunities for career advancement. As an Enterprise Account Manager, you can develop your skills, take on greater responsibilities, and potentially move into senior sales or management roles within the company.

To engage new clients, I would leverage targeted outreach using tools like Sales Navigator and develop personalized messaging that speaks directly to the potential client’s needs. Building relationships through consultations and demonstrations of our products would also be key.

I would discuss any previous positions where I sold Open Source solutions, emphasizing my understanding of how these models work and how they can deliver value to enterprises, ensuring clients know the benefits involved in adopting such technology.

I manage my sales pipeline by regularly updating it with accurate data and qualifying leads based on the BANT criteria. Consistent communication with my team and utilizing CRM tools also helps me forecast business efficiently.

I would highlight HashiCorp's comprehensive suite of tools designed for managing cloud infrastructure, showcasing their flexibility and ability to seamlessly integrate into various environments, which ultimately helps clients innovate faster and more reliably.

In a challenging deal, I focused on building strong relationships and understanding the client's concerns. I brought in technical experts to align our solution with their precise needs and addressed any objections by demonstrating the long-term value of our products.

I prioritize tasks by evaluating the potential impact and urgency of each opportunity. Utilizing project management tools to track progress ensures I stay organized and focus on high-value activities that drive revenue.

I believe effective communication is crucial in a remote setting. I prioritize regular check-ins with my team, use collaboration tools effectively, and ensure that everyone is aligned with our sales objectives and strategies.

When faced with objections, I remain calm and actively listen to understand the client’s concerns fully. I would then provide relevant data, case studies, or testimonials to address their challenges and illustrate the value of our solutions.

Key qualities include a strong understanding of technology, excellent communication skills, the ability to build relationships, and a strategic mindset to navigate complex sales cycles while adapting to different client needs.

Future trends like the increasing adoption of hybrid cloud environments and the growing emphasis on automation will impact my role as they present new opportunities for HashiCorp's solutions to solve emerging challenges for enterprises.