Are you a self-starter, a go-getter and a deal maker? Does influencing and challenging CXO's, while selling transformational solutions excite you?In IBM Commerce, you'll find a culture that rewards such entrepreneurial spirit, within one of the world's leading brands. We are looking for talented, high-energy individuals who share our passion for success, and want to help Consumer Packaged Goods (CPG) and Travel & Transportation clients improve consumer experiences.It is strongly preferred that candidates reside in MidAtlantic region.Key Responsibilities:
Exceed quarterly revenue targets
Design and execute strategies for creating and progressing pipeline to meet revenue targets
Grow market share in new and existing accounts
Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to IBM Commerce's differentiated capabilities
Coach and be coached. We seek life learners who want to grow, while helping others grow.
Independently and collaboratively, with other IBM sellers, strategize for solving deal-level challenges.
Sales Hygiene: Regularly update CRM system. Forecasts Accurately
Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
Ownership and Collaboration —Relentless drive to take deals to closure and achieve business outcomes -- benefit realization for clients, and closed business for IBM. Is independent and self-directed, and takes initiative with minimal direction or supervision, while comfortable in a collaborative environment.
Influence—Uses rational and emotional drivers that appeal to customers to frame decision criteria's and negotiation conversations in IBMs favor.
Executive Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills.
Fearless - risks disapproval to express a differentiated POV about what is right for our clients & their shareholders
Time management - Qualifies time to ensure activity drives outcomes. For active pursuits, clearly understands a deals drivers and the steps to closure.
Networking—Identifies the right customer, partner, and IBM stakeholders and builds connections to drive consensus.
Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic time frame
Have influenced CXO's decision making process for choosing solutions in transformational projects.
Preferably have sold solutions that have improved clients' selling, marketing, merchandising, or fulfillment operations.
Comfortable as a visionary. We are pioneering cognitive commerce solutions, and seek sales executives who can sell a differentiated vision and transform that vision into achieved business outcomes for clients and market share for IBM
At least 3 years' experience in enterprise sales
Commerce SW Sales