About the team
The Director, Sales is a Sales Leadership function that leads a team of Enterprise and Strategic Account Managers responsible for developing, managing and closing business within large target accounts in our Enterprise and Strategic focused sales organisations within the DACH territory. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on Enterprise customers.
What you will do (responsibilities)
- Lead a team of Enterprise and Strategic Account Managers
- Recruit, hire and develop top talent providing career development and performance management so that team members meet and/or exceed quota
- Ensure we are hitting revenue and hiring targets always within the bounds of ethics
- Create new and adapt to existing processes for repeatability/scalability and ultimately success
- Build executive relationships with customers and prospects to elevate the HashiCorp relationship with the account
- Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realisation
- Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes
- 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 existing customer base and new prospects
- Articulate and evangelise 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 business on a quarterly cadence
- Correctly estimate qualifying opportunities based on MEDDPICC
- Effectively and timely 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
- Ensure customers are supported throughout their technology journey and consuming its value
What you will need (minimum qualifications)
- Proven sales leadership experience building and leading high performance teams that deliver overachievement across DACH
- Consistent overachievement in previous results related to sales KPIs
- Integrity and “lead by example” mentality are hallmarks of your leadership style
- History of recruiting and developing both ICs for your teams in high growth companies
- Humility with an infectious intellectual curiosity to be a constant learner
- Believe in a metrics driven approach to sales success and a history of using that belief to create your successes
- Significant strategic customer development experience
- Possess well-developed communication and presentation skills; ability to communicate at the CxO level
- Proficient in concepts around Cloud and infrastructure
- Track record in closing large, complex deals across verticals in the Fortune 500 down through the Global 200
- Creation and execution of quarterly and annual business plans
- History of accurate forecasting and business reporting
- Significant experience in selling disruptive technology into focused markets
- Experience in working with Salesforce and other sales oriented tracking tools
- Native-like German language skills
What is nice to have (preferred qualifications)
- Experience in Open Source Software and DevOps business models
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