IBM is hiring for the role of Business Development Representative, Rocky Mountain Region, responsible for a territory of Cloud and Managed Service Provider (CSP / MSP) accounts.Cloud and Managed Service Providers is a fast-growing, and highly strategic segment of IBM’s market. Examples of CSPs and MSPs include born-on-the–cloud solution providers, functional specialists such as managed security service providers, and hosting companies. CSPs and MSPs are both customers and partners to IBM - IBM sells to them and also teams with them on go-to-market activities. All of IBM’s portfolio is relevant to this market, including Watson and Cognitive Computing, Security solutions, IBM’s IaaS and PaaS Cloud offerings, Mobile, Analytics, Social and other software offerings, its hardware portfolio, services and financing. The Business Development Representative is responsible for a portfolio of 75-100 accounts in the Rocky Mountain Region, identifying and qualifying new business opportunities both within the existing portfolio and by recruiting new CSPs/MSPs. The Representative works with other IBM brand sales reps to build and close pipeline, and with Marketing on go-to-market teaming with CSPs/MSPs. Externally, the Representative partners with IBM Distributors and Resellers to extend capacity and reach in opportunity identification and progression.The candidate should be experienced in the CSP/MSP market, bringing expertise in prospecting and relationship building, and should be able to tailor the CSP/MSP territory strategy to local conditions uncovering new opportunity and driving these deals to closure.Residency in Southern California, Arizona and Colorado is preferred.
3+ years of experience working with Cloud and Managed Service providers.
3+ years in a business development or sales role, with focus on new account prospecting.
Existing relationships with Rocky Mountain Region ISVs / CSP / MSPs
A willingness to travel (likely 50%+)
Strong written and verbal communication skills.
Fluent in English
Cloud SW Sales