IBM is looking for driven, highly motivated, and collaborative professionals to become a foundational part of the Analytics team, joining our Digital Sales organization as an SaaS Portfolio Seller.The SaaS Portfolio seller will act as an integral part of our inside sales team, reporting to a First Line Manager and Business Unit Executive. The mission of the Analytics SaaS Portfolio Rep. is to drive significant cloud sales by winning data/platform/architecture battles. You will bring industry and domain insight and use this to provide clients with compelling reasons to act based on outcomes and value delivered to the cloud. Therefore, the portfolio seller must demonstrate an understanding of the prospect’s business, organization, pain points, and compelling reasons to act, and translate the IBM Analytics Portfolio into a solution. The ideal candidate must work collaboratively with other internal sales teams, while being able to create, articulate, and sell the IBM vision and value proposition. About IBM AnalyticsAs businesses enter the cognitive era, data and analytics will continue to be essential tools. Organizations must apply the latest advances in data science and the entire spectrum of analytics to derive unexpected insights and competitive advantage.IBM Analytics offers a complete portfolio of big data and analytics solutions to fuel our clients’ cognitive business. Our solutions enable organizations to engage with data to answer the toughest business questions, uncover patterns and pursue breakthrough ideas.Responsibilities This SaaS Portfolio seller is at the very heart of that data and analytics movement. This role is for a skilled sales professional specializing in the IBM cloud offerings:
Sell cloud software and consulting services packaged into solutions
Sell value propositions for SaaS to differentiate IBM products and services across Analytics
Design and sell industry solutions coupled with implementation services.
Take a key role in the identification, development and go-to-market of new industry cloud solutions, working within the successful IBM sales processes and tools.
The primary responsibilities of the portfolio seller are to identify, nurture, progress and close cloud opportunities. The successful portfolio seller will be expected to:
Manage complete sales cycles from beginning to end including validation, quoting, negotiating, closing and booking of business Drive Net New Revenue of the Analytics offerings.
Conduct outbound prospecting to open doors to discuss a prospect’s business environment, identify their business prioritie
Identify and capture customer's/prospect's requirements, explore their business/technology needs and how IBM’s solution can address those needs.
Nurture responses through the selling stages from noticed / identified to closed; maintain a relationship with customers/prospects throughout the buyer’s journey
Provide feedback to Product Offering and Marketing teams on the success and/or gaps in offerings/tactics/campaigns to help increase effectiveness and conversion
Participate in Digital Sales cadences and territory planning sessions
Attend training and education related to selling skills, software products/solutions/offerings and campaign/tactic enablement.
Provide highest level of customer support and service
Minimum two years of sales/inside sales experience, with demonstrable ability to quotas position and sell solutions over the telephone
Ability to engage new and established clients in a value-add business conversation
Strong interpersonal, verbal, organizational & communication skills, discipline, attention to detail, high energy and a “can do” attitude
A proven track record in cloud sales, with demonstrated skills in sales pipeline progression, forecasting and management, using CRM systems as well as excellent communication and presentation skills.
Digitally and socially savvy; comfortable using social tools – LinkedIn, Twitter, Skype, Live Chat
Excellent negotiation skills and focus on ensuring client satisfaction.
Technical aptitude with ability to understand technology and succinctly communicate value
Candidates can be based out of our Littleton Ma or Chicago IL offices
At least 2 years experience in/deep knowledge and experience of how cloud, analytics, and data can transform businesses.
At least 2 years experience in / successful cloud software sales history.
Analytics Platform Services