IBM Collaboration Solutions (ICS) deliver robust collaboration software that empowers people to connect, collaborate, and innovate while optimizing the way they work. With IBM Enterprise Social Solutions, you can drive better business outcomes through smarter collaboration.As a Territory Account Manager, you're the expert. Passionate about your clients' business – their organization, financials, competitiveness in the market, business issues - and equally knowledgeable about how the unique capabilities of IBM's solutions align to address their needs. You will be responsible for navigating IBM to identify and acquire critical resources needed to develop the best solution for the client, while applying IBM brand strategies and offerings, methods and models, to ensure world-class design and delivery.An ESS Territory Account Manager is deployed to specific opportunities where they apply their sales and product expertise often in conjunction with extended IBM sales teams and Business Partners to close the business for IBM. Responsibilities include matching IBM solutions to customer requirements and selling IBM offerings directly to customers or through IBM Business Partners. They will develop and maintain expertise in a designated set of IBM offerings. In this role you will present value of IBM solutions to all levels of customer management, driving solutions sales and for the customer's satisfaction with the engagement and offerings.This position will cover the North or Mid Atlantic Region. Responsibilities Include:
Maintain a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry.
Team with other IBM sales and technical sales resources to provide complete solutions to customer business requirements.
Manage an open territory to drive new sales and expand existing business.
Able to understand competition and develop appropriate winning sales strategies.
Able to present value of IBM solutions to all levels of customer management and driving product sales and for the customer's satisfaction with the engagement and offerings.
Knowledge of the players in and landscape of Social Collaboration, Talent Management and Digital Experience Solutions in the corporate environment preferred.
Able to provide insight to customer leaders and decision-makers in a variety of industries.
Work with other sellers and units of IBM as needed to create an effective solution for the client.
Ability to understand business problems and articulate a corresponding solution based on IBM software. Understanding of competitive technologies and their place in the market
Social SW Sales