IBM Sales Leader - API Connect in Raleigh, North Carolina

The IBM Cloud API (Application Program Interface) Connect Sales Leader will be responsible for leading our API Connect solution sales and driving opportunities that address client's business needs and deliver client value, while supporting brand-specific business strategies. The candidate will be responsible for the API Connect growth at the regional level (on-premises solutions as well as BlueMix). You will work with the territories to create and drive API Connect solutions tailored to client's business needs and integrate the IBM and brand capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that the candidate will be able to apply application integration knowledge and experience in the API Economy bringing new business and technology insights to assigned clients accelerating the adoption of API Connect offerings.Additional Responsibilities:

  • Develop API Connect expertise/knowledge in assigned IMTs

  • Sell IBM Cloud API Connect products, including territory/pipeline management

  • Opportunity identification

  • Analyze requirements of Industry and Large Enterprise clients

  • Select appropriate IBM solutions

  • Lead Proof of Concept (PoC), demonstrations, client workshops and presentations

  • Have proficiency in quotes, pricing, and other proposal development activities

  • Present the value of IBM Cloud solutions to all levels of customer management

  • Accurately report sales pipeline using IBM reporting tools and be responsible for meeting individual quota numbers

  • Team with other IBM sales and technical sales resources to help drive API Connect software and services revenue within their territory

Key Attributes:

  • Comfortable leading architectural, application integration strategy discussions with large enterprises

  • Ability to develop a strategic territory plan at the same time as executing on tactical monthly commitments

  • Ability to recognize compelling reasons for clients and prospects to act upon these requirements, and in turn be able to articulate how comprehensive IBM Cloud solutions can best meet these requirements

  • Ability to present and articulate the differentiated value of IBM Cloud solutions compared to competitors in the market

  • Understanding of how to articulate to clients the deployment processes and best practices to lower deployment risk and accelerate time to value

  • Ability to show evidence of working cohesively with internal and external partners to develop customer relationships and ensure clients are provided with the best available IBM solutions

  • Ability to understand the competition and develop appropriate winning sales strategies

  • At least 3 years experience in complex software sales in matrixed environments, including Proof of Concepts (PoC) and extensive demonstrations

  • 3-5 years experience with node.js & Java and/or strong application integration background

  • Proven track record in complex software sales and surpassing revenue goals

  • Proficiency in accurately forecasting the progression and closure of software sales transactions

  • Proven leadership in engaging the proper technical and executive resources in closing software sales transactions

  • Demonstrated knowledge of client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from opportunity identification to closure

Integration Offerings