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Sustainability Software Portfolio Sales (New England)

Company: IBM
Location: Cambridge
Posted on: June 20, 2022

Job Description:

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
IBM Sustainability Software Portfolio Sales is currently seeking qualified applicants for an AI Applications Sales Representative. The seller will have to work collaboratively with the Technical Sales Team and other IBM Sellers, Channels, Services, Marketing, and Offering Management to develop and progress new business in the market. As a client-facing sales professional, you will be guided by IBM's purpose - to be essential to its clients; help them grow their businesses by solving strategic and tactical business problems with IBM's proven Sustainability Software solutions. We are looking for bold, resilient, and agile sellers, as well as game-changers, trailblazers, and challenge seekers, who are interested in making an impact in selling IBM's Sustainability Software Portfolio.

Key Responsibilities:

  • Analyze your assigned territory for client opportunities to sell IBM's Sustainability Software solutions.
  • Prospect for qualified leads within your territory through various methods such as LinkedIn, email campaigns, cold/warm calling, and cultivating leads provided by our inside sales team and marketing.
  • Opening, negotiating, and closing business consistently to exceed goals.
  • Design and create solutions that support client projects, strategies, and stated goals.
  • Stay abreast of internal and external factors in your assigned territory and industry (i.e., new industry regulations, trends, emerging technology, Cloud, etc.) that will create opportunities and then communicate the value of our solutions to clients.
  • Build a territory plan to maintain a 4X pipeline to goal, execute the plan, measure, and adjust as needed to drive towards revenue goals.
  • Communicate and negotiate contract terms, licensing, and pricing with clients.
  • Provide weekly updates of opportunity progression, forecast, pipeline, and prospecting activities
  • Leverage business acumen to understand the client's business strategies, technical requirements, and competitive landscape.
  • Lead and collaborate with IBM's Software and Services teams to define, design, and detail the aspects and feasibility of proposed integrated solutions - from design, implementation, solution pricing, final execution, and ultimate client success.
  • Work with the technical team and other organizations to deliver practical Garages, Proof of Concept (POC), Proof of Technology (POT), Personalized Demos, support critical situations, to drive velocity through experimentation.
  • Actively engage with clients to develop the trust and credibility to help them grow their businesses by solving strategic and tactical business problems with IBM's Sustainability Software solutions.
  • Apply industry expertise, competitive knowledge, cross-functional leadership, and creative vision to drive the Sustainability Software brand strategy and offerings, methods, and models, to ensure world-class design and delivery.
  • Develop executive-level relationships with customers, primarily with LOB and IT.
  • Lead, co-create, and drive account-based marketing initiatives and create and lead sales prospecting strategies and tactics.
    Required Technical and Professional Expertise
    • At least three years experience in selling complex solutions to mid to large enterprises
    • At least three years experience in selling Sustainability solutions, Asset Management, B2B Collaboration or Order Management or similar solutions
    • Track record of over-achieving quota in past positions
    • Track record of learning new solutions
    • Successfully sold to C-Level decision makers for large transformational projects ($500k)
    • Financial/ value-based sales- ability to create an economic case via ROI/Value Proposition
    • Strategic thinking- systematically solves problems and anticipates possible customer pain points
    • Hunter mentality- ready to go out and find new opportunities
    • Strong oral and written communication and presentation skills
    • Self-starter who works well in a remote environment and takes pride of ownership in all aspects of their work
    • Collaborative-recognizes the skills needed to win deals and takes the initiative to get the right people involved
    • Familiarity and willingness to manage sales opportunities in a CRM system
      Preferred Technical and Professional Expertise
      • Two years experience in selling cloud or hybrid cloud solutions
      • IBM Maximo or IBM Sterling Solutions knowledge and experience a big plus
      • Sales Methodology comprehension and utilization
      • Strong computer skills such as MS Office and Salesforce
      • Experience and familiarity with the value of Containerization for clients
        About Business UnitIBM 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.
        This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.
        Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

        Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

        It's time to define your career.
        About IBMIBM'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.
        Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

        • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
        • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
        • Well-being programs to support mental and physical health.
        • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
        • Select educational reimbursement opportunities.
        • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
        • Giving and volunteer programs to benefit charitable organizations and local communities.
        • Discounts on retail products, services, and experiences.
          This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

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

          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.
          Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Keywords: IBM, Cambridge , Sustainability Software Portfolio Sales (New England), IT / Software / Systems , Cambridge, Massachusetts

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