IBM North America SaaS Sales Leader - FSS in Charlotte, North Carolina

Job Description

IBM is currently seeking a North American SaaS Sales Leader for Financial Services Solutions Market. This position is responsible for leading the FSS sales force in; opportunity identification, progression, customer negotiations and contracting to support a successful SaaS business execution. The SaaS Sales Leader will become a top subject matter expert in identifying and driving specific offering requirements, i.e. security, privacy, confidentiality, features, functions, contracts, etc. This role provides overall leadership and guidance to ensure the long term health of the SaaS business.

This customer-facing leadership position requires the candidate to drive SaaS revenue within the FSS. He/she will provide cross-brand Signings and Revenue focus for his/her clients. Critical skills include leading complex contract negotiations with his/her clients while being focused on driving in period Signings and Revenue and protecting IBM's interests. Candidate will be ultimately responsible for the Market’s performance derived from specific customer specific pipeline, progression, and closing activities. Candidate will become a top subject matter expert to the broader IBM team. He/she will work to identify and implement Market specific offering requirements, solutions, and go to market channels. This position reports directly to the Market Vice President and NA XaaS Sales Vice President.

This role requires a broad array of soft skill sets, especially executive acumen, interpersonal and organizational influence capabilities. The successful candidate must have a strong work ethic, time management and work prioritization abilities, as well as be highly self-motivated. An excellent ability to communicate in written, verbal and graphic form, as well as to present publicly, and to interact with Legal Counsel is required.

Key Responsibilities:

  • Coordinate the SaaS strategy and Go-to-Market plays in coordination with the Worldwide SaaS Team and Worldwide Brand Unit Leaders.

  • Coordinating and increasing IBM’s SaaS Signings and SaaS Revenue across all routes to market.

  • Oversee marketing programs and prospecting plays which will be Market focused to maximize yield for SaaS in respective territories.

  • Ascertain where to focus; e.g. pipeline, progression, contract extension, customer satisfaction, and overall SaaS Signings and Revenue.

Required Technical and Professional Expertise

  • 5+ years in Consulting, Marketing, or Executive Sales is required.

  • 2-3 Years of experience in campaign or go-to-market program management – especially market or brand strategy, as well as experience in consultative selling and executive communication, is desired.

Preferred Tech and Prof Experience

  • At least 3 years of experience in development and ownership of SaaS based marketing programs translating to lead generation and prospect identification