Are you a self-starter, a go-getter and a deal maker? Does influencing and challenging CXO's while selling transformational solutions excite you? In IBM Watson Customer Engagement, you'll find a culture that rewards such entrepreneurial spirit, within one of the world's leading brands. We are looking for talented, entrepreneurial, high-energy individuals who share our passion for success, and want to help our North American markets succeed in selling the Watson Marketing suite of products.
Ideal candidate will support sales enablement, deal tracking and enablement and deal execution in a highly pressurized environment with clearly outlined revenue and enablement objectives.
Qualifications and Experience
Has influenced CXO's decision making process for choosing solutions in transformational projects.
Must have relevant experience having sold or used relevant email, analytics, personalization, and real-time customer insights (i.e. segmentation) type solutions.
Preferably has experience in a broad range of industries: industrial, telecom, public, healthcare/life sciences, financial services, and retail desired.
Bachelor’s degree in any discipline with a strong academic track record. MBA is a plus.
Comfortable as a visionary. We are pioneering AI infused, industry leading marketing solutions, and seek Subject Matter Experts who can sell a differentiated vision and transform that vision into achieved business outcomes for clients and market share for IBM.
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 deal challenges.
Ownership and Collaboration —Relentless drive to take deals to closure and 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's and negotiation conversations in IBMs favor.
Executive Communication—Tailors communication to the customer’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 a deal drivers and the steps to closure.
Leadership – Working side by side with sales teams, ability to vacillate between leadership and sales support tactics.
Networking—identifies the right customer, partner, and IBM stakeholders and builds connections to drive consensus.
Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic time frame.
Exceed quarterly revenue targets
Design and execute strategies for creating and progressing pipeline to meet revenue targets
Grow market share in new and existing accounts
Proactively identify opportunities and support North American sales teams
Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to IBM Marketing differentiated capabilities
Coach and be coached. We seek life learners who want to grow, while helping others grow.
Independently and collaboratively, with other IBM sellers, strategize for solving deal-level challenges.
Public Presentations, Be comfortable in leading discussions with groups of clients/brands to help influence a deal
Sales Hygiene: Regularly update CRM system. Forecasts Accurately
Excellent compensation and benefits package, including competitive base salary, commissions and incentives
Opportunity to be entrepreneurial, while having the backing of a top 5 global brand
Required Technical and Professional Expertise
3 years experience selling and supporting complex team solution selling to enterprise accounts
Has influenced CXO's decision making process for choosing solutions in transformational projects
Must have relevant experience having sold or used relevant email, analytics, personalization, and real-time customer insights (i.e. segmentation) type solutions
Preferred Tech and Prof Experience
Experience with the IBM Watson Marketing suite of products
Experience in a broad range of industries: industrial, telecom, public, healthcare/life sciences, financial services, and retail desired.
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.