Enterprise Account Manager

IBM Computing; Toronto; On-site; CAD 80,000 - 120,000; Full time

Job summary

A leading global technology firm is seeking an Account Executive based in Toronto to drive sales activities by developing and managing enterprise accounts. The role focuses on strategic value selling, building strong customer relationships, and executing on a comprehensive sales pipeline using the MEDDPICC methodology. Candidates should possess experience in open-source software and have a proven track record of meeting sales targets, while also effectively communicating with various stakeholders. Willingness to travel is essential.

Qualifications

• Experience in Open Source software business models and proficiency in Cloud and Infrastructure software.
• Strategic sales and customer development experience.
• History of accurate forecasting and business reporting.

Responsibilities

• Drive the sales cycle from prospect to close.
• Build and maintain relationships within enterprise accounts.
• Manage complex enterprise sales campaigns.

Skills

Strategic Value Selling

Customer Development

MEDDPICC Sales Methodology

Executive Presence

Communication Skills

Tools

Outreach

ZoomInfo

Sales Navigator

Job description

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

The Account Executive is an Enterprise new and existing business sales position responsible for developing, managing and closing business within Canada. 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 new and existing 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

• Experience in Open Source software business models, and proficiency in Cloud and Infrastructure software are preferable
• 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 helping mentality
• Executive presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
• History of accurate forecasting and business reporting; Rigour
• 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

Familiarity with IBM and HashiCorp products and services.

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.