IBM Watson Marketing Software Sales in Charlotte, North Carolina

Job Description

IBM seeks an experienced software seller with strong sales experience, a background working with or for Digital Agencies and a technology skillset in Marketing software solutions. In this role the seller would manage a territory of Digital Agencies with full accountability for opportunity identification, progression, and closure of IBM Marketing solution sales in assigned territory. Seller will receive credit for solutions sold directly to Digital Agencies as well as IBM Marketing solutions sold through such agencies to end-user clients.

Job Responsibilities:

  • Exceed quarterly revenue and influence targets

  • Design and execute strategies for creating and progressing pipeline to meet revenue targets

  • Grow market share in IBM's Marketing solutions across North America

  • Use insight and co-selling techniques to help clients understand the value of Watson Customer Engagement's differentiated capabilities

  • Work independently and collaboratively with other IBM sellers, strategize for solving deal-level challenges

Competencies:

  • 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 customer challenges

  • Collaboration —Relentless drive to work with large, complex sales organizations to help create vision, enthuse clients and client teams and support deal closure with an eye toward helping clients 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 and to Digital Agencies that have a choice in the Marketing solutions they sell to their clients

  • Executive Communication—Tailors communication to the agency and client’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 the drivers in a deal and can adequately map out the steps to closure

  • Networking—identifies the right digital agency, customer, partner, and IBM stakeholders and builds connections to drive consensus.

  • Sales/Territory Management – ability to accurately forecast revenue and meet revenue goals

Attributes

  • Effective listener and communicator; ability to mentor and coach individuals at various stages of development

  • Ability to understand business problems and provide guidance to the team on strategies which will produce winning solutions across all industries in North America

  • Ability to build and maintain relationships with all levels across the organization

  • Apply an understanding of the competitive solutions in the Digital Marketing landscape including industry trends, KPIs, financial measurements, key industry players and competitors to deliver solutions that address client needs

  • Ability to work in complex, matrix managed organizational environment

  • Professional verbal and written (email) and presentation skills

Required Technical and Professional Expertise

  • At least 3 years’ experience selling Marketing solutions

  • At least 2 years’ experience selling SaaS-based solutions

  • At least 2 years selling into or working for a Digital Agency

Preferred Tech and Prof Experience

  • At least 3 years’ experience with IBM or competitive Marketing solutions

  • At least 3 years’ experience in SaaS Enterprise Sales; identifying, pursing and closing SaaS offerings and solutions

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.