IBM · 1 day ago
Federal Enterprise Account Manager- Strategic Accounts (DC Metro)
Annapolis Junction, MD
Full-time
Onsite
Senior LevelIBM is seeking an Enterprise Account Manager for their Federal Enterprise Accounts segment, primarily focused on developing, managing, and closing business within key accounts. The role entails driving the sales cycle from prospect to close, collaborating with partners, and ensuring customer adoption of the HashiCorp software suite.
Business DevelopmentBusiness Information SystemsCRMData ManagementSoftware
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
Qualification
Required
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
Strong executive presence, interpersonal skills, and credibility
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
Preferred
Bachelor's Degree
Outstanding Salesforce and Clari hygiene along with proficiency using Slack, Tableau, and Outlook
Growth Mindset
Self-Driven
Goal Oriented
Company
IBM
IBM is an IT technology and consulting firm providing computer hardware, software, infrastructure, and hosting services.
Founded in 1911
10001+ employees
H1B Sponsorship
IBM has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3032)
2024 (3301)
2023 (2160)
2022 (1809)
2021 (1157)
2020 (2669)
Funding
Current Stage
Public CompanyTotal Funding
unknown2011-01-14IPO
Leadership Team
Alain Bénichou
Chief Executive Officer, IBM Greater China Group
Alex Yang
CTO and Chief Architect
Recent News
2026-01-03
2026-01-03
Company data provided by crunchbase