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Global Account Manager

United States - Boston, Massachusetts (Remote)

About the role

The Global Account Manager (GAM) is an account executive role responsible for managing a strategic pursuit team including customer-facing engineers, architects and HashiCorp executives.  This team will identify, manage and close business with the largest companies in the world by driving value back to our customers and ensuring they are able to successfully adopt and scale our tools and meet their desired outcomes.  The GAM will help these customers understand and deliver on the Cloud Operating Model and embed the right resources so these customers can execute on their digital transformation goals.  

Global Accounts are the customers with the highest propensity to spend on technology investments.  They have a major presence in multiple global centers and require a globally distributed team to build the right engagement model.  The GAM is responsible for executive alignment and communication as well as creating and driving complex sales cycles within these customers.

The Global Account Manager will be solely responsible for the financial goals aligned to their customers and outcomes agreed to with these customers.  They will align all internal and external resources to ensure the customer(s) meets their  goals.  They will work with the proper Global Systems Integrators (GSI’s) that are already working with their customers to expand the customers awareness of HashiCorp’s value.  They will align with the customer(s) strategic CSP’s (Amazon, Microsoft, Google) and ISV’s to ensure we are supporting their strategic goals and priorities.  The GAM will build a repeatable process to communicate the customers goals and timelines to all necessary parties so HashiCorp and our partners can be aligned to the success of these  largest customers.

In this role you can expect to

  • Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes
  • Identify strategic prospects in existing accounts with new use cases and new lines of business (LOB’s)
  • Manage complex Global 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 within LOB’s in the customers.
  • 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 executive buyers for your Customer(s)
  • Accurately forecast business on a quarterly cadence
  • Heavy experience with the largest financial services accounts in the world
  • 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
  • Regular Air Travel is required

    • Ideal candidates would be located on the East coast of the US
    • Will require 50% + travel (in normal times)

You may be a good fit for our team if you have

  • Significant strategic sales and strategic customer development experience focused on customers in the top 10% of the G2K.
  • Track record of closing complex transactions in the largest companies in the world. 
  • Experience in Open Source software business models is preferred and proficiency in Cloud and Infrastructure software is a minimum requirement
  • Creation and execution of  multi-year business plans that orchestrates across lines of business and shares services executive teams.
  • Good executive presence, communication skills, and credibility
  • Proven track record of consistently meeting or exceeding assigned annual goals and targets and consistently ranked top 1-2 in their organization.
  • History of accurate forecasting and business reporting
  • Significant experience selling disruptive technology into focused markets

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Benefits at HashiCorp

Note: some benefits may differ from one country to another.

Medical, dental & 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.

Life & disability insurance

HashiCorp provides life insurance coverage in the amount equal to your annual salary at no cost to you. If you would like additional coverage, you have the option to enroll in voluntary life insurance for yourself or your dependents. 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.

Vacation and Other Leaves

We believe in giving our employees the opportunity to recharge and refresh, and our vacation policy reflects that. Our Paid Vacation Policy offers employees 4 weeks of vacation per year. So, whether you’d like to vacation on a beach or relax at home, it’s up to you! Additionally, we offer 10 days of paid sick leave per year, bereavement leave, miscarriage leave and extended personal leave. We value your health and well-being and empower you to take ownership of your earned and well-deserved time away.

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. The plan also offers employees the opportunity to enroll in Roth, and after-tax contributions.

Family Expansion Benefit

We are dedicated to supporting the needs of our employees and their families in a way that is inclusive of all family structures. That is why we’re proud to offer a Family Expansion Benefit through Carrot designed to support a variety of family expansion methods that range from Adoption to Fertility treatments, and can be customized to the needs and preferences of each individual employee.

Maternity and Parental Leave

To bond with their newborn, we provide birthing parents up to 16 weeks of paid maternity leave via short-term disability and HashiCorp’s parental leave policy. For non-birthing parents (including adoptive) we offer 8 weeks of paid parental leave.

Expanded Mental Health Support

We understand the importance of supporting our employees mental health, and are committed to doing this through a variety of resources. In addition to offering an Employee Assistance Program (EAP), we provide employees access to an on-demand behavioral healthcare benefit through Ginger.