IBM Software Sales Representative (SSR-D) in SAN ANTONIO, Texas

The Software Sales Representative (SSR-D) for our Value Added Distributors (VAD) will work with the VAD to help them leverage the IBM VAD Program to drive IBM software revenue & growth...and ensure the VAD’s profitability.Responsibilities include:

  • Sales (and Forecast) for their assigned VAD; as well as any associated sales tasks to drive revenue success for both their VAD and IBM.

  • Develop solid go-to-market strategy with VAD for SaaS & On Prem revenue and growth, as well as Recruitment of Business Partners.

  • Understanding and utilizing Annual Value Add Distributor Program Business Plan with their VAD to help them exceed their quarterly and annual revenue objectives is required to:

  • Ensure execution of Demand Generation, Lead Progression/Management, special programs, etc…

  • Ensure VAD complies with all aspects of the Annual VAD Program

  • Strategy, coaching, and mentoring to (VAD) and their growth partners to increase pipeline and yield to achieve revenue targets

  • Provide leadership to drive strategic growth initiatives

  • Maintain high customer satisfaction with (VAD) via:

  • Strong relationships with the key (VAD) executives;

  • Effective executive communications at (VAD) and IBM;

  • Appropriate IBM executive involvement with the VAD;

  • Timely handling of issues that arise;

  • Notification of future announcements to avoid surprises (when possible);

  • Ensure on time, thorough, and high quality business reporting, including VAD Forecast and State of the Business

  • Create linkages and strong teaming across the extended IBM team. Special focus on:

  • Cross Brand Channel, Brand Channel Sales Rep (BDRs)

  • Passport Advantage Renewal Teams;

  • Operations Teams;

  • Marketing Organizations;

  • Technical Advocates;

  • All Regional Resources

  • Worldwide Team

Helpful Competencies include:

  • In-depth knowledge of Channel Ecosystem industry value drivers in order to create clear compelling value propositions

  • In-depth knowledge of prospecting techniques, Cognitive solutions and Cloud platform to generate demand in new accounts or expand reach in existing accounts with new offerings

  • Ability to map complex technology and service capabilities to drive transformational client outcomes

  • In-depth knowledge of Channel Ecosystem, Cognitive solutions and Cloud platform to sell:

  • Transformational initiatives to C-suite and line of business

  • Services, including Software as a Service

  • Cross-IBM solutions that enable new business processes and models driven by digital disruption

Key Attributes:

  • Above average attention to detail with a high level of organizational skills

  • Self-motivated individual who is driven by achievement of team

  • Demonstrated ability to prioritize, multi-task, and provide timely and accurate deliverables

  • Uses tools and knowledge to gain efficiencies, works independently, display confidence in decision making

  • Solid sense of urgency with attention to detail

  • Strong written and verbal communications skills

  • Strong presentation / public speaking skills

  • At least 5 year experience in channel sales

  • At least 3 years’ experience in software sales

  • At least 1 year experience in SaaS / Cloud sales

S&D Non-brand