In this job the seller would manage a ‘New Account’ territory that excludes existing Installed accounts with SaaS deployments from the same offering family. Seller would have full accountability for opportunity identification, progression, and closure of SaaS ‘New Logo’ clients. Seller will also receive credit for any upsell these clients within the same Plan period.
Measures of success:
Exceed New Logo Bookings (NLB) objectives by OI, Validating and driving SaaS New Logo’s pipeline to closure.
Client Satisfaction –onboarding plans are well conceived and well executed. Responsibilities include: § Develop, Own and maintain the Executive client relationship, acting as an advocate and trusted resource, proactively mobilizing IBM resources (Services, Support, Sales, Product Mgmt. etc.. ) on behalf of the client; and creating a streamlined IBM client experience.
Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients’ business goals and pressures
Demonstrate products, features and functions as a means to developing and progressing opportunities § Drive focused education and activity for IBM SaaS offerings in competitive accounts with a focus on ‘winbacks’ or FIE wins.
Handle the commercial aspects of the relationship such as billing,contract negotiations with clients, working closely with the sales management ,finance and pricing where necessary.
Ensure clients have access to the right success Activities; onboarding programs, training, CSMs, services, support etc.
Anticipate factors that could impede customer satisfaction and work to remove roadblocks to client success.
Demonstrate effective use of heat maps, sales plays and unique offerings as a way to increase pipeline and drive new logo sales
Maintain sales hygiene with accurate and timely forecasting for your book of business, leverage IBM Exec sponsors etc.
Required Technical and Professional Expertise
At least 3-4 years experience in SW Sales
At least 2 years experience in SaaS Sales
Demonstrable Competitive or New Account Sales skills
Readiness to travel up to 50% annually
Preferred Tech and Prof Experience
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.