Technology Sales Specialist - Automation - Integration

Introduction

A Brand Sales Specialist role within Automation means working for a leader in AI-powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that make people more productive and improve business performance so that they can change the world at a scale not previously possible. Excellent onboarding and industry-leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. As part of a team, you'll be surrounded by bright minds and keen co-creators who are always willing to help and be helped. As you apply passion to work, you will compel our clients to invest in IBM's products and services.

Your Role And Responsibilities

As a Brand Sales Specialist, you'll work closely with Public Market clients to develop relationships, understand their needs, earn their trust, and show them how the IBM webMethods Hybrid iPaaS (IWHI) platform will solve their problems whilst delivering value to their business.

This role requires the ability to effectively collaborate and coordinate activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and SIs to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with the customer.

Your Primary Responsibilities Will Include

• Effectively manage client relationships, define IBM's value proposition, and engage key decision-makers.
• Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.
• Responsible for selling the IWHI product portfolio in the territory.
• Achieve/exceed quarterly and yearly revenue targets using approved webMethods business planning, account management, opportunity management, and process tools.
• Drive and penetrate new accounts and meet with stakeholders within accounts.
• Build key management relationships focusing on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
• Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers.

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Ability to understand customers’ business, goals, and challenges and articulate a solution and value proposition to help them achieve their goals.
• Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
• Experience developing and presenting clear and concise sales briefings/meetings.
• Demonstrable success in meeting and exceeding a quota.
• 10+ years of experience selling enterprise software.

Preferred Technical And Professional Experience

• 5+ years selling API and middleware technology.
• 5+ years selling to state and local governments.