IBM Jobs
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-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 @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBMIBM'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 competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. 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. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
