IBM Hybrid Cloud Sales Representative - Texas, Louisiana & New Mexico in Austin, Texas

IBM is looking for a Hybrid Cloud Sales Representative to help sell Hybrid Cloud Solutions (SaaS and on premise) to Public Sector clients in our Texas, Louisiana and New Mexico markets. This position will be responsible for customer satisfaction, overall territory management and control of business objectives as well as developing rapport and establishing communication with potential customer executives; Negotiates issues/solutions to positively meet customer requirements. Analyzes highly complex/new situations, anticipates potential problems and future trends, assesses opportunities, impacts and risks.The ideal candidate will help drive IBM Cloud adoption and shape the future of an industry leader in Cloud Computing. Responsibilities include driving revenue, adoption, and market penetration for a specified market segment. The ideal candidate will possess both sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. Ideal candidate will be a highly motivated, result driven seller. Additional responsibilities include:

  • Possess the ability to collaborate cross organizationally and partner with Segment leaders, Channel, Pre-Sales and Delivery organizations to ensure success.

  • Ensure effective integration with Partners for joint sales and customer management.

  • Drives a balanced portfolio of hybrid cloud offerings with customers.

  • Accountable for customer advocacy by representing the customer point of view to internal IBM teams in resolving conflicts or issues.

  • Drives pipeline generation and velocity to ensure qualified pipeline is at or above coverage targets for current and next quarter.

  • Meets monthly, quarterly and annual sales targets and ensures revenue forecast accuracy. Exhibits sales excellence and maximizes customer “face time”.

Competencies Required

  • Proven track record of exceeding quota

  • Account Planning and Strategy

  • Industry / Competitive Knowledge

  • Rigorous opportunity management and ability to forecast business accurately

  • Customer Relationship Development

  • Strategic Selling Skills – craft and position complex business solutions with a winning value proposition

  • Strong sales closing attitude and skill set

  • Minimum of 2-3 years of direct field sales experience is required.

  • Strong communication and negotiation skills

Cloud SW Sales