Brand Sales Specialist- IBM Sustainability Software

4 weeks ago

Coral Gables, United States IBM Full time

Introduction

IBM seeks an experienced software salesperson with proven sales success and experience in the technology skillset in the Sustainability portfolio including Enterprise Asset Management, Integrated Workplace Management System, B2B/Data Exchange, Supply Chain, Sustainability/ESG reporting/analytics, Environmental Intelligence, Application Development and Order Management/Orchestration. IBM is the leader in technology innovation being awarded the most U.S. patents for the 30th year in a row in 2022. IBM was also named the only leader in the enterprise cloud computing analysis of all Artificial Intelligence vendors by IDC. As IBM continues to help our customers to transform their businesses into digital powerhouses, you will be at the leading edge of our transformation and a key part of our strategic direction serving our customers in the Southeast (specifically South Florida and Puerto Rico) in multiple industries. IBM offers tremendous opportunities for advancement, highly competitive pay and is an Equal Opportunity Employer. We seek the best talent capable of leveraging the power of over 100 years of technology leadership worldwide.

Your Role and Responsibilities

As part of the Sustainability team in the National Market, you will cover an assigned list of Select Accounts within the Southeast region, specifically South Florida and Puerto Rico. You will execute on your account plan and deliver maximum revenue for the solutions you sell as part of a highly integrated team to manage the complete and complex sales cycle from beginning to end. Your responsibilities will include prospecting, securing and planning out meetings with clients, preparing demonstrations, presenting to C-level executives, getting customers to IBM events, progressing opportunities and negotiating them to closure.

You will understand the solutions you sell and grow in your ability to articulate their value. You will develop strong partnerships with IBM's extended ecosystem of Business Partners that also work within your assigned territory. You will report on all sales activity and revenue achievement and work hard to satisfy all customers. You will keep accurate records and maintain good cadence hygiene. You will utilize with proficiency and timeliness all IBM reporting tools.

You are a high-energy, self-driven salesperson with a deep understanding of your customer’s struggles and how your solutions can address them. You have a track record of business-to-business sales quota achievement and account management experience that sets you apart from your peers. You innovate, challenge early and take calculated risks to win. You will leverage IBM’s vast ecosystem of partners to help grow your reach and business. You will understand IBM’s overall strategy and why customers partner with us. You will demonstrate strong communication skills and be able to articulate IBM’s leadership with regards to watsonx and AI. You will identify relevant use cases within your clients that can leverage Sustainability portfolio solutions and incorporate IBM or partner AI capabilities to value propositions. You are skilled at getting meetings with new buyers and make prospecting a part of your weekly success criteria. You work well on a team and enjoy winning and making money. You are growth minded and will invest the time for continuous learning and up-skilling to remain relevant in today’s rapidly evolving market.

Required Technical and Professional Expertise
- Multiple years of quota carrying software sales and account management experience with over-achievement on quota and strong recommendations
- Experience managing the sales cycle from business champion to C Level
- Track record of over-achieving quota in past positions
- Experience managing and closing complex sales-cycles
- demonstrated ownership of all aspects of territory management

Preferred Technical and Professional Expertise
- Working with Alliance, Business Partners, GSI’s, and VADs to extend and grow your business
- SaaS sales experience including hyperscalers AWS, Azure
- Sales Methodology experience; Business Value sales experience
- Strong computer skills, including Microsoft Word, PowerPoint, Excel, CRM- SalesForce, Slack, SalesLoft
- MBA preferred but not required
- Bi-lingual (Spanish) a plus but not required
- Social Media presence

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-ba

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