At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
With Watson Mission:
The With Watson Strategic Partnerships team is unique in our mission to partner with ISVs & GSIs with the goal of embedding IBM Watson AI capabilities in their platforms or solutions, to create enhanced offerings and proliferate the use & success of Watson in the enterprise markets.
Our team is seeking a sales-minded, driven, self-motivated individual with a hunter mentality and a commitment to excellence in everything they do.
As a Watson Strategic Partnerships Account Executive you will be provide value through selling embedded Watson AI capabilities to create 'better together' solutions, guided by our three core values:
Dedication to every client's success
Innovation that matters - for our company and for the world
Trust and personal responsibility in all relationships
Responsible for uncovering opportunities to embed Watson technology into unique, high value use cases
Engage with clients and establish yourself as a trusted and credible advisor
Help partners, of various sizes and markets, to grow their business by solving business problems with IBM Watson, co-developing go-to-market strategy, guiding the sale of embedded IBM Watson solutions through POC/MVP builds to executing in-market deployments
Leverage industry expertise, solution knowledge, and consultative sales techniques to influence partner decisions, create value, and meet business requirements;
Engage partner decision makers via social, phone or in person interactions;
Identify potential new buyers and solution opportunities for expansion within partner organizations;
Collaborate cross functionally with IBM sales, technical, executive, product development, financial, and other resources to deliver outstanding client engagements;
Develop and execute long-term territory strategies to maintain and grow current clients and generate new business opportunities;
Negotiate and close deals by understanding value propositions, drafting quotes, delivering proposals, and securing buy-in from decision makers;
Continuously maintain and grow skills and knowledge in consultative sales, industry applications, and technical solutions, leveraging expertise to demonstrate IBM's thought leadership during client engagements.
Continuously share insights that build and promote the IBM brand using social media outlets like LinkedIn, Twitter, Medium, etc.
In Summary: You will be engaged in Account and Business activities from start to finish and own the entire sales cycle which allows you to not only be the trusted advisor to IBM's client base but this is an opportunity to showcase your skills in all aspects of Account Management and Client Success stories. Come do Amazing things with us !!
Required Technical and Professional Expertise
2+ years work experience in a client facing sales role with business development, sales and/or consultant experience
Drive Business Development activities through prospecting efforts to identify new opportunities and expand business with existing clients
Experience with GSI, ISV and other strategic partners
Proven ability to articulate and deliver compelling, industry-focused solutions, referencing use cases and success stories
Aptitude to learn and use innovative selling technologies (e.g., analytics, social media) to network, engage clients, identify new business opportunities, and translate business requirements into technology solutions;
Proven collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership and IBM's sales leadership
Ability to work with customers, build relationships, show the value IBM can bring using technical arguments, diplomacy and by applying market and use case expertise. Stay engaged and supportive through to the completion of the sales process and focus on client success.
Ability to run discovery meetings with clients to identify use cases, business problems and prioritize initiatives. Build advocacy and credibility with client influencers and decision makers
Establish differentiated point of view; develop technical agenda and strategy with client; Anticipate, assess and validate client requirements
Demonstrated interpersonal and communication (oral and written) skills at all levels of an organization
Strong presentation skills required
Preferred Technical and Professional Expertise
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-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
About IBMAbout IBM :
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.