IBM is a global technology and innovation company headquartered in Armonk, NY. It is the largest technology and consulting employer in the world, with more than 400,000 employees serving clients in 170 countries. IBM offers a wide range of technology and consulting services; a broad portfolio of middleware for collaboration, predictive analytics, software development and systems management; and the world’s most advanced servers and supercomputers. Utilizing its business consulting, technology and R&D expertise, IBM helps clients become “smarter” as the planet becomes more digitally interconnected.
Job Description
The Senior Sales Performance Management Solutions Sales Representative will be responsible for developing Sales Performance Management specific solutions, including Incentive Compensation and Territory and Quota Management solutions that address client’s business needs (both industry and business) and deliver client value while supporting brand-specific business strategies. You will work to create solutions which are tailored to client’s business needs and integrate IBM’s Sales Performance Management capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
Key Responsibilities:
• Achieve/exceed revenue quotas on a consistent basis
• Develop and execute on sales/business plans to achieve sales/business objectives and provide accurate and timely reports/forecasts. You will be responsible for geographical territory management
• Develop business solutions that solve customer application integrity problems through the use of IBM’s Sales Performance Management Software Solutions
• Implement sales/marketing tactics and programs in order to meet or exceed assigned territory objectives
• Identify and qualify prospective customers and penetrate targeted prospects in your assigned geographical territory
• Develop a team selling approach and act as a liaison between customers/prospects and pre-sales technical specialists, inside sales and the customer service organization
• Develop and implement a regional sales plan
• Develop and maintain long term customer relationships
• Manage prospect and customer accounts to achieve expedient purchase decisions
• Track all sales activity through the sales automation system
Key Attributes:
• Proven Business Acumen/Ability to position solution Return on Investment (ROI)
• Ability to build consistent new revenue pipeline
• Commitment to stay current with industry/sector trends
• Proven experience to articulate, define and execute creative strategies to grow the Sales Performance Management business and reach new markets
• Ability to interface within a multi-brand sales organization
Required
Bachelor’s Degree
At least 5 years experience in Experience in Software Sales
At least 5 years experience in Experience in business analytics, customer relationship management and/or other business applications.
At least 5 years experience in Experience in consultative selling, account and customer relationship development at senior levels involving complex high value sales strategies of multiple complex transactions.
At least 5 years experience in Experience selling Solutions for Advanced Analytics •Experience selling to Insurance, Telecommunications, Retail or Banking Industries.
English: Fluent
Preferred
At least 6 years experience in Experience in Software Sales
At least 6 years experience in Experience in business analytics, customer relationship management and/or other business applications.
At least 6 years experience in Experience in consultative selling, account and customer relationship development at senior levels involving complex high value sales strategies of multiple complex transactions.
At least 6 years experience in Experience selling Solutions for Advanced Analytics •Experience selling to Insurance, Telecommunications, Retail or Banking Industries.
