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
