Enterprise Account Manager Federal - Intelligence Community (TS/SCI-FSP) bei IBM

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

Enterprise Account Manager is an outside sales position responsible for developing, managing, and closing business within white space and existing accounts in our enterprise accounts segment. The role is responsible for driving the sales cycle from prospect to close, selling the complete HashiCorp software suite to named key accounts, driving collaboration and customer integrations across our IBM, RedHat and Apptio partners, and ensuring adoption and consumption of our collective solutions!

The enterprise accounts sales team is responsible for converting open source customers to paying customers - Drive Adoption and Land new customers, Expanding the initial use case, Extending into new solutions/products, and Renewing existing contracts!

General Responsibilities: New Sales, Renewal Sales, Pipeline Generation, Sales Hygiene.

Develop Territory and Account Plans that will drive internal Cross Functional Team members, external Partners, VARs, ISVs, etc in a consistent manner that will help build pipeline.

Engage new and existing enterprise accounts to demonstrate how they can be more successful with our technology portfolio

Understand collaboration, development and integration of potential solutions with IBM, HashiCorp, RedHat and Apptio solutions.

Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes

Lead sophisticated enterprise 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

Articulate and evangelize the vision and positioning of both the company and products

Build a healthy pipeline of revenue and new logos for your target accounts

Accurately forecast business on a weekly cadence based on operational requirements

Accurately qualify opportunities based on MEDDPICC, operational requirements

Effectively connect 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

Required technical and professional expertise

• Experience in security products, Open Source Software business models, proficiency with cloud and infrastructure software is a minimum requirement

• Extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals

• Excellent operational discipline, crafting and completing quarterly and annual business plans and forecasting

• Experience working for a high growth company where critical thinking and problem solving were required on daily basis to help 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 Slack, Tableau, and Outlook

• Must have and ability to maintain active TS/SCI-FSP clearance

Preferred technical and professional experience

• Strong background and previous selling experience into the Intelligence Community.

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.