About IBM:IBM is a global technology and innovation company headquartered in Armonk, NY. It is the largest technology and consulting employer in the world serving clients in 170 countries. IBM offers a wide range of technology and consulting services; a broad portfolio of middleware for collaboration, predictive analytics, software development and systems management; and the world's most advanced servers and supercomputers. Utilizing its business consulting, technology and R&D expertise, IBM helps clients become "smarter" as the planet becomes more digitally interconnected.Business Unit Introduction:IBM Analytics helps enterprises transform by embedding information-based insights into every process, decision and action. IBM delivers deep big data and analytics capabilities that scale and address a wide range of business use cases and industry challenges.Who you are:Business Analytics Solutions Portfolio Sales Representative’sYour responsibilities include prospecting, qualifying, selling and closing new business to existing and new customers in India S/A. The Business Analytics Sales Representative brings competencies and valuable proposition in Customer engagement; uses all the organization to solve customer problems with appropriate Business Analytics Portfolio Solutions.What you’ll do:
Account and Customer Relationship Management, Sales and Software License and SaaS Subscription Revenue.
Annual Target Revenue - Meet or exceed quarterly and annual revenue targets with an emphasis on annual bookings and pricing greater than your competition due to greater value for your customers.
Sales strategies- Align IBM BA solutions with the customer’s strategic objectives - Develops account plans to ensure revenue target delivery and sustainable growth, relationships in new and existing customers
Trusted advisor - Establishes strong management and CXX relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Customer Activities - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.
Territory and Account Leadership - Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.
Business Planning – Develop cooperative closing strategy and tactics with sales management.
Build and share best practice sales and negotiation skills, sell value and Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
Win together: deploy appropriate teams to drive winning sales.
Maintain CRM system with accurate customer and pipeline information.
How we’ll help you grow:
You’ll have access to all the technical and management training courses you need to become the expert you want to be
You’ll learn directly from expert developers in the field; our team leads love to mentor
You have the opportunity to work in many different areas to figure out what really excites you
Job Location: Delhi/ MumbaiCSUAnalytics - Analytics Portfolio Representative
Minimum 10 - 15 years in Analytics Platform / Solution sales3-5 years experience in Analytics Solutions Sales Experience