Sales Enterprise Account Manager, Strategic Accounts Professional Baltimore, US

Avature; Baltimore (MD); Remote; USD 191,000 - 243,000; Full time

Job summary

Join a forward-thinking company as an Enterprise Account Manager, where you will leverage your expertise in Open Source software and cloud environments to drive significant revenue growth in the Civilian sector. This dynamic role involves engaging with government clients, managing enterprise sales campaigns, and utilizing cutting-edge tools to deepen client relationships. With a focus on delivering exceptional value, you will play a crucial role in enhancing client success and expanding the adoption of innovative solutions. If you're ready to make a significant impact in a collaborative and growth-oriented environment, this opportunity is for you.

Benefits

Healthcare benefits

401(k) plan

Employee Stock Purchase Plan

Generous paid time off

Training and educational resources

Diverse employee resource groups

Discounts on retail products

Volunteer opportunities

Qualifications

• Experience in managing enterprise sales campaigns in the Civilian sector.
• Proven track record of meeting or exceeding sales targets.
• Familiarity with HashiCorp and IBM products preferred.

Responsibilities

• Develop and manage business within select Civilian agencies.
• Drive the sales cycle by prospecting and aligning value drivers.
• Manage complex enterprise sales campaigns with multiple engagement points.

Skills

Open Source Software Business Models

Cloud Environments

Multi-Cloud Environments

Hybrid-Cloud Environments

Zero Trust Security Frameworks

Salesforce

Enterprise Sales

Education

Bachelor's Degree

Tools

GovWin

SFCD

Clari

LinkedIn Sales Navigator

Job description

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 Federal Account Manager is an outside sales position responsible for developing, managing and closing business within select Civilian agencies that currently have HashiCorp enterprise products in use.

This role is responsible for deepening the HashiCorp footprint by driving the sales cycle. This includes prospecting, aligning value drivers, resolving pain points and challenges, and selling the complete HashiCorp software suite.

This role is located in the Washington DC Metro Area.

What you’ll do

Engage in significant Outbound activity making use of the tools available (GovWin, SFCD, Clari, LinkedIn Sales Navigator, etc.)

Proactively and efficiently manage cross functional resources with dedicated teams, virtual teams, and executive staff around sales opportunities to ensure successful outcomes

Engage existing HashiCorp users (community and commercial) to demonstrate how they can be more successful by growing their usage of our technology portfolio via differentiation and business value tied to pain.

Manage complex 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 new prospects.

Articulate and promote the vision and positioning of both the company and products, and secure strategic commercial commitments.

Build a balanced pipeline (6x quota) of net new revenue and new logos for your target accounts.

Maintain and accurately forecast business on a weekly, monthly and quarterly cadence.

Accurately qualifying opportunities based on detailed MEDDPICC criteria

Effectively connect with management, legal and sales ops/deal desk personnel to ensure accurate execution of documentation and processes.

Read, listen, understand and/or follow instructions or recommendations set by these teams and company management.

Required education

None

Preferred education

Bachelor's Degree

Required technical and professional expertise

Experience in Open Source software business models, proficiency with discussing the complexities of Cloud, Multi-Cloud, Hybrid-Cloud Environments and Zero Trust Security Frameworks.

At a minimum you are familiar with Infrastructure and Security software that supports governments customers modernizing their environments.

Track record in organically growing and closing revenue within the Civilian sector.

Track record of managing your Renewals to maintain and build on your book of business.

Track record of working with Partners (CSPs, VARs, Service Providers, FSIs and Distributors) to enhance your practice.

Creation and execution of quarterly and annual business plans.

Great executive presence, communication skills, and credibility.

Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team.

History of accurate forecasting and business reporting.

Experience with Salesforce is required.

Preferred technical and professional experience

Familiarity with HashiCorp and IBM products and services

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Job Title

Enterprise Account Manager, Strategic Accounts

Date posted

06-May-2025

Job ID

32451

City / Township / Village

State / Province

Maryland

Country

United States

Work arrangement

Remote

Area of work

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

191,070.00

Projected Maximum Salary per year

242,022.00

Position type

Professional

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?