IBM Collaboration and Kenexa Solution Sales Specialist - GA & FL in Austin, Texas

IBM is a leading Software as a Service (SaaS) provider of business solutions designed for human resources (HR), marketing and corporate communications, IT, and niche lines-of-business in the Industrial Market. In this role, you will be selling SaaS and on-premises software solutions to HR professionals and executives, marketing and corporate communications organizations, IT and the CIO, supplier and dealer relations, safety officers, and business owners in the Industrial Market. Knowledge and prior experience selling to companies in markets segments such as: Chemicals & Petroleum, Electronics manufacturing, Automotive manufacturing, Aerospace & Defense, and Industrial Products engineering/manufacturing will be ideal. As an IBM Sales Representative, you are responsible for selling solutions to new and/or current customers in an assigned geographic territory or market segment. You will be responsible for building relationships with key business owners and buyers, delivering presentations to existing or prospective customers to determine need, and provide ongoing service to customers to ensure success. Other responsibilities include, ongoing prospecting for new leads and opportunities, opportunity management in IBM’s Sales Connect, opportunity progression and deal execution. Providing feedback through win/loss reports, accurate daily forecasting and pipeline management, establishing new references/case studies, and overall account and territory management will also be expected. Key Responsibilities:

  • Achieve / exceed revenue objectives and new signings in your assigned territory

  • Accurately forecast and communicate weekly, monthly, quarterly signings

  • Develop comprehensive account and territory strategies

  • Obtain a comprehensive understanding of the competitive landscape

  • Generate leads by developing: direct mail, phone, and on-line prospecting campaigns; holding seminars; networking with 3rd party associations, organizations, and business partners; extracting lead lists independently through newspapers or industry publications

  • Cultivate relationships with IBM Business Partners

  • Maintain a thorough understanding of your client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators

    Key Attributes:

  • Proven business acumen, and ability to position and articulate return on investment

  • Ability to build consistent new revenue pipeline

  • Commitment to stay current with industry and sector trends

  • Ability to articulate, define and execute creative strategies to grow the IBM business and reach new markets

  • Ability to interface within a multi-brand sales organization

  • Executive level sales

The Collaboration and Kenexa Solution Sales Specialist will cover Atlanta, GA, Tampa Bay, FL, Miami FL and prefers candidate lives in the region.

  • 5 years experience in professional software sales selling in to lines-of-business

  • 5 years experience selling in to the Industrial Market

  • 3 years of proven results, preferably exceeding quota

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