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Brand Sales Specialist

2 months ago

New York, United States IBM Corporation Full time

Introduction

This individual will be responsible for selling a segment of IBM's Automation Software portfolio within our US Financial Services Market vertical. The territory will consist of accounts located in the Northeastern US. As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

Your Role and Responsibilities

In this role, you will lead The Full Sales Process:

Identify, progress and close opportunities, create financial value propositions, compelling reasons to act, justifications as to why now, develop close plans that are actionable, and create a winning sales strategic as it relates to the specific deal - all in support of closing business

Need to be able to maintain client relationships and work closely with the local Account coverage team but also create new relationships that do not exist today as new buy potential.

Utilize Solution-Selling Skills: Apply solution-selling techniques to engage with decision-makers, assess and qualify opportunities, and establish enduring partnerships.

Oversee the Full Sales Process: Take charge of the entire sales process, from handling RFI/RFP responses to meeting key performance indicators (KPIs). The focus is on acquiring new business and expanding existing accounts.

Collaborate with IBM's Sales Network: Work in cooperation with IBM's sales ecosystem to develop and execute sales campaigns, ultimately leading to the growth of the sales pipeline.

Required Technical and Professional Expertise

  • Ability to Convey Tech Solutions: Effectively articulating the business and financial impact of tech solutions.
  • Excellent Communication and Presentation Skills: Demonstrating engaging and influential communication and presentation abilities.
  • Experience in Technology Sales in the Application Modernization and Middleware space
  • Skills in identifying, progressing and closing transactions
  • Need to be able to create compelling reasons to act and articulate business value that maps back to the problem you're solving
  • Proven track record of closing Software transactions

Preferred Technical and Professional Expertise

  • Experience with selling to C level clients
  • Experience selling Automation technology
  • Understanding of IBM's competition within the Application Modernization and Middleware space