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
- Works to achieve maximum sales profitability, growth, and account penetration within the assigned territory. Territory may be a combination of geographic, product, industry, and other customers/market dimensions.
- Sells to the territory directly or via partners.
- Manages accounts throughout the entire sales process, and collaborates with team members in business development, customer success, and support to uncover all customer needs.
- Responsible for understanding product offerings and competitive issues to develop solution proposals encompassing all aspects of the sale.
- Travels to customer sites to identify/develop sales opportunities when required.
- Participate in the development, presentation, and sales of a value proposition.
- Onsite customer presentation with C-levels (as required) to negotiate and close strategic and complex deals.
- Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and maximizing sales.
Comfortable negotiating SaaS/cloud/software contracts.
Preferred Education
Master's Degree
Required Technical And Professional Expertise
- 7-10 years experience growing pipelines and selling enterprise IT solutions.
- Experience progressing deals through the sales process to close
- Consistent track record of success and history of quota attainment in consultative sales environments
- Knowledge of Open Source, Big Data, Cloud, Systems Infrastructure, Enterprise Application Integration, Database and/or Data warehouse concepts and products are advantageous.
- Adept at using Salesforce or other CRM tools to manage accounts, contacts, and opportunities throughout the sales process
- Outstanding communication skills - written and oral including strong presentation skills
- Exceptional time management skills
- High integrity and self-driven
- Highly developed selling, customer relations, and negotiation skills. Ability to penetrate accounts and meet with stakeholders within accounts
- Team player
- Open to Travel to customer locations as needed (when restrictions due to Covid are lifted)
Preferred Technical And Professional Experience
- Acquisition or Integration Knowledge: Experience with acquisition or integration agreements, including understanding of associated incentive plans and regulatory requirements, is beneficial for success in this role.
- Complex Incentive Plan Management: Experience managing and coordinating participation in complex incentive plans, ensuring compliance with regulatory requirements and organizational policies, is a plus.
- Cross-Functional Collaboration: Experience working with various stakeholders to drive program execution and resolve issues in a fast-paced environment is desirable.
