Watson Customer Engagement - Business Partner Sales Representative

Washington, DC
Apr 18, 2018
Apr 30, 2018
Analyst, Business, Sales
Full Time
IBM seeks an experienced software seller with strong sales experience, a background working with or for Global Systems Integrators, large Digital Agencies or large Marketing Service Providers. Candidate should have sales and technical experience in Marketing and Commerce software solutions - ideally SaaS solutions. In this role the seller would manage a territory of Global Systems Integrators and or Marketing Service Providers across North America with full accountability for opportunity identification and influence of IBM Watson Customer Engagement recommendations and solution sales in assigned territory. Seller will be measured on GSI/MSP influence and resell of Watson Customer Engagement solutions., * Exceed quarterly revenue and influence targets * Design and execute strategies for creating and progressing influence and resell pipeline to meet targets * Grow market share in IBM's Watson Customer Engagement solutions across North America * Use insight and co-selling techniques to help clients understand the value of Watson Customer Engagement's differentiated capabilities * Work independently and collaboratively with other IBM sellers, strategize for solving deal-level challenges * Strategic Thinking-Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex customer challenges * Collaboration -Relentless drive to work with large, complex sales organizations to help create vision, enthuse clients and client teams and support deal closure with an eye toward helping clients achieve business outcomes benefit realization for clients, and closed business for IBM. * Is independent and self-directed, and takes initiative with minimal direction or supervision, while comfortable in a collaborative environment * Influence-Uses rational and emotional drivers that appeal to customers to frame decision criteria and to GSI/MSPs that have a choice in the Commerce and Marketing solutions they sell to their clients * Executive Communication-Tailors communication to the agency and client's needs with authority; effectively delivers presentations and has strong verbal and written communication skills * Fearless - risks disapproval to express a differentiated POV about what is right for our clients & their shareholders * Time management - Qualifies time to ensure activity drives outcomes. For active pursuits, clearly understands the drivers in a deal and can adequately map out the steps to closure * Networking-identifies the right digital agency, customer, partner, and IBM stakeholders and builds connections to drive consensus. * Sales/Territory Management - ability to accurately forecast revenue and meet influence and revenue goals Attributes * Effective listener and communicator; ability to mentor and coach individuals at various stages of development * Ability to understand business problems and provide guidance to the team on strategies which will produce winning solutions across all industries in North America * Ability to build and maintain relationships with all levels across the organization * Apply an understanding of the competitive solutions in the Commerce and Digital Marketing landscape including industry trends, KPIs, financial measurements, key industry players and competitors to deliver solutions that address client needs * Ability to work in complex, matrix managed organizational environment * Professional verbal and written (email) and presentation skills Required Technical and Professional Expertise * At least 3 years of experience selling Commerce and Marketing solutions * At least 2 years of experience selling SaaS-based solutions * At least 2 years of experience selling into or working for a Global Systems Integrator/Marketing Service Provider or Digital Agency Preferred Tech and Prof Experience * At least 3 years' experience with IBM or competitive Commerce and Marketing solutions * At least 3 years' experience in SaaS Enterprise Sales; identifying, pursing and closing SaaS offerings and solutions

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