IBM Industry Solutions Enterprise Marketing Management Brand Specialist - Midwest in Missouri United States

Job description

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

Key Attributes:

  • 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

  • Interpersonal skills

  • Knowledge of sales automation


  • At least 3 years experience in software sales
  • Readiness to travel 50% travel annually
  • English: Fluent


  • Bachelor's Degree
  • At least 5 years experience in achieving assigned revenue objectives (quota)
  • At least 4 years experience in marketing, reporting, analytics or data warehousing technology sales

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

Posted: 18-Jun-2014

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