The IBM Enterprise Marketing Management (EMM) Sales team is responsible for selling marketing software solutions to marketing and technology executives in a variety of industries. EMM solutions include Unica, Campaign Management, Mobile marketing web/applications, Omni-Channel Marketing, e-messaging marketing, Personalization, Lead Management, Event Detection and Web Analytics.
The EMM Software Sales Representative directly generates revenue by selling products and solutions to new and current customers within an assigned territory through face-to-face contact. This role assists management in devising sales plans and strategies.
Strategically sells solutions to new and/or current customers in an assigned geographic area to achieve/exceed assigned revenue objectives. Establish face-to-face contact and provide sales presentations to existing/prospective customers to determine solution needs.
Provides follow-up with customers to ensure customer satisfaction with solutions.
Maintains sales records & prepares sales reports as required. Provide feedback through wins/losses, forecasts/pipeline, references & company’s account management system.
Achieves quarter to quarter sales metrics.
Perform qualification, discovery and needs assessment, positioning. Negotiation and closing for high value software and IT services; works with Enterprise Cross Brand Marketing prospects and customers to understand their marketing automation and relationship marketing needs across a variety of industries
Remains knowledgeable of company's solutions to facilitate sales efforts. Assist sales and sales support representatives as needed. Serves as a liaison between customers and appropriate company departments to resolve customer issues
Evaluate competitive situations and recommend appropriate sales tactics
Provide forecast and pipeline account information to sales management
Sales skills, including prospecting, presentation skills and proposal writing.
Knowledge of company’s products, software pricing practices and selling skills.
Demonstrated time management, sales pipeline management and communication skills.
Demonstrated ability to exceed seven-figure annual quotas; experience in the following vertical areas a plus: financial services, telecom, eCommerce, retail/catalogue, direct marketing.
Effective in building and maintaining relationships with strategic target accounts and decision-makers
Ability to work in fast-pace environment
Knowledge of sales automation
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Job ID: S_D-0668072
Job type: Full-time Regular
Work country: USA
Position type: Professional
Work city: - Any (IA),IA, - Any (MN),MN, - Any (MO),MO, - Any (NE),NE
Travel: 50% travel annually
Job area: Sales
Business group: IBM Sales & Distribution
Job category: Sales
Business unit: Software Sales
Job role: Solution Representative - Brand Specialist
Job role skillset: Industry Solutions.EMM-Solution Sales Rep-MAJ
Commissionable/Sales-Incentive jobs only: Yes