About the role

HashiCorp is growing its Sales Development team in Austin, TX. As a Sales Development Representative (SDR), you'll play a pivotal role in propelling our sales organization forward by proactively identifying and creating new opportunities. Your primary focus will be on cultivating a robust business pipeline through meaningful engagements with our diverse customer base.

In this role, you will gain an understanding of our technology, learn what it takes to be a great SDR, and build foundational skills that you will carry throughout your career. Our goal is to set you up for success in this role while providing opportunities for you to grow and advance in your career at HashiCorp.

• Work with our Corporate, Enterprise and Strategic teams by effectively managing inbound lead flow while running first touch discovery calls with customers to identify qualified sales opportunities
• Collaborate with sales, marketing, and our partner team to develop new strategies to build sales pipeline and grow our business
• Effectively engage with new and existing leads through various channels to increase customer interest and excitement around HashiCorp products
• Learn our technology and effectively communicate our value to a technical audience, adding value with every touchpoint
• Engage in team development and mentoring
• Achieve monthly quotas of sourced qualified opportunities and closed business
• Diversity in thought, background, and experience is essential to our success, so there isn’t a one-size-fits-all approach to who we hire.

Required Qualifications

• 1-2 years sales (or relatable) experience
• High integrity and a team-first mentality
• Open to feedback, genuinely curious and constantly looking for ways to learn & improve
• Genuine interest and excitement for HashiCorp’s technology - don’t worry, we have a phenomenal onboarding program to get you up to speed.
• Experience working with a technical product or the aptitude to quickly learn complex technical concepts
• Fearless approach to prospecting -- phone skills, excellent listening skills, and strong writing skills are all important
• You will be expected to work from the Austin, TX office on a weekly basis on the days designated by your manager.

Preferred Qualifications

• Salesforce and other sales tools experience is a plus

#LI-Hybrid

Security Software Sales Account Manager - Strategic

(Chicago, St. Louis, Michigan regions)

There's more to enterprise security than defending perimeters. We believe that an IT security strategy, aligned to the needs of business, is essential to future growth and innovation. Our solutions help customers protect their whole enterprise, inside and out, efficiently and proactively; comply with internal governance policies and external regulations, and enable the adoption of new applications and technology. We help customers create and maintain a strong security foundation with interconnected solutions that span the enterprise. From the endpoint, to the data center, to the cloud, One Identity solutions mitigate risk and reduce complexity so companies can move their business forward.

We are currently looking for a Security Software Sales Account Manager, responsible for selling One Identity's Identity and Access Management (IAM) solutions to Named Accounts for our Central region. This is a remote-based role with territory travel to new, or existing, client sites in the enterprise, as required and as safety allows. Experience with SaaS, On-prem, or Hybrid, is highly valued.

Company Description

One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers.

When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.

Why work with us?

• Life at One Identity means collaborating with dedicated professionals with a passion for technology.
• When we see something that could be improved, we get to work inventing the solution.
• Our people demonstrate our winning culture through positive and meaningful relationships.
• We invest in our people and offer a series of programs that enable them to pursue a career that fulfills their potential.
• Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.

• Selling One Identity's IAM solutions in the enterprise market through a variety of sales and marketing activities.
• Finding, developing and closing sales opportunities through a structured sales process.
• Developing and maintaining relationships.
• Creating and executing targeted account plans in concert with account managers and regional managers.
• Coordinating and communicating with pre-sales, contracts and post-sales.
• Working with channel and alliance partners to increase opportunity size and expedite closure.
• Travel as needed.

Required Qualifications:

• 12+ years successful experience in Security Sales, IAM solutions.
• 12+ Years successful experience selling into Large Institution (>10K employees) accounts.
• Travel as needed.

Preferred Qualifications:

NA

Come join us. For more information, visit us on the web at One Identity Careers | Explore Opportunities with the OI Team

Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general.

Summary and Company Overview

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Qualys Security Solutions ArchitectÂ-ÂEnterprise Post-Sales –Southeast

Collaborate closely with field sellers (Technical Account Managers or TAMs) within the enterprise customer segment to drive both local and corporate growth initiatives by delivering advanced technical expertise on the Qualys Platform. Utilize a comprehensive understanding of Qualys technologies to design and propose solutions that align with customer requirements and business objectives.

As a Qualys Security Solutions Architect, serve as a trusted advisor to customers by providing critical insights and education on asset and vulnerability management, patching, threat detection and response, compliance, and cloud and application security, leveraging the world-class capabilities of the Qualys Platform to effectively mitigate risks in both cloud and on-premise environments.

This senior technical role involves close coordination with sales teams, Chief Technical Security Officers, product management, marketing, and strategic partners. It is a highly visible and strategic position within the organization, providing significant opportunities for career advancement and the potential to make a meaningful impact.

• Support complex deals in the pre-sales stage alongside Qualys sellers and take ownership for driving the technical engagements and securing the technical win.
• Understand and document customers' compliance and security requirements and come up with end-to-end solutions based on Qualys security solutions and partner integrations.
• Uncover new use cases for the Qualys platform by identifying technical and business value gaps between the customer’s desired state versus existing capabilities and demonstrate how to fill those gaps.
• Regularly engage with new prospects and existing customers and take ownership for driving the technical win for new opportunities.
• Execute standardized and high-quality proof-of-concepts/proof-of-value engagements as needed to secure the technical win for strategic pursuits within assigned areas.
• Establish a trusted advisory relationship with customer technical decision makers.
• Work with field sellers on the development and delivery of proposals that clearly demonstrate the differentiated value of the Qualys platform.
• Interface with product management to help prioritize the most impactful feature requests from customers and to identify and share ideas for new products and integrations.
• Develop and deliver a variety of technical engagements including workshops, whiteboarding architecture design sessions, and post-sale deployment health checks.
• Understand customers' down-the-line needs, brainstorm solutions with them, and work closely with product managers to ensure that those requirements are included in product release planning and help in the reassessment of product roadmap.
• Constantly learn and stay on top of the latest developments in the Qualys portfolio and in the larger security and compliance ecosystem.
• Contribute to the development of product related sales-enablement packages and product messaging.
• Help in the training of field sales.
• Document and distribute business/technical insights to area and corporate leadership that will help improve customer outcomes and support the achievement of company goals.
• Author blogs, whitepapers, and solution guides and represent Qualys at industry events.
• This is a technical and hands-on individual contributor role that involves travel to customer locations as needed (at least 30% travel, post-COVID restrictions).

Desired Skills:

• Highly motivated self-starter with a proactive approach and a strong passion for leveraging technology to address business challenges in the security and compliance domain.
• Demonstrated proficiency in public cloud infrastructure services, with professional certifications in AWS, Azure, and GCP.
• Extensive experience with Qualys and other security and compliance platforms in various capacities, including practitioner, technical seller, sales engineer, or customer success architect.
• Strong understanding and hands-on expertise in asset management, patching, vulnerability management, policy compliance, configuration management, cloud and application security, and threat detection.
• Proven ability to design and comprehend complex architectures that address security and compliance challenges comprehensively, from identification through to remediation and recovery.
• In-depth knowledge of key industry standards and compliance frameworks essential for developing and governing corporate and government security programs.
• Demonstrated experience interacting with customers in similar roles, particularly as a technical seller, ensuring effective communication and solution delivery.
• Exceptional communication skills, both written and verbal, with a proven ability to present information clearly and compellingly.
• Excellent interpersonal and presentation skills, enabling effective engagement with clients and stakeholders at all levels.
• Prefer candidates living in Southeast U.S.

Qualys is an Equal Opportunity Employer, please see our EEO policy.