Defence Account Manager

Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

The Account Executive is an Enterprise/Strategic new and existing business sales position responsible for developing, managing and closing business within UK Public Sector Defence and Security space. 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 Defence/National Security, a 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

Required technical and professional expertise

• Defence and Security experience
• 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 problem solving mentality
• Executive presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
• Rigour: History of accurate forecasting and business reporting
• 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

• Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
• SC Clearance / DV Clearance

IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.