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
IBM is empowering organizations to reinvent themselves and change the way they run their business, by applying automation to achieve digital transformation and to scale their business operations to become more flexible and competitive. Incorporating a host of tools, from machine learning to robotic process automation (RPA), the integrated Digital Business Automation portfolio is designed to improve employee productivity, deliver better end-to-end customer journeys while reducing the burden of governing your content and processes.
The Business Automation Sales Leader will be responsible for leading the selling efforts for IBM Software Business Automation solutions. Responsibilities include setting the vision for process efficiencies, process mining, content, capture, and rules management within a designated territory. Responsibilities include building the partner ecosystem, calling on clients and presenting the benefits of IBM Business Automation Solutions.
The ideal candidate will focus on customer success and increasing the client's automation footprint. The RPA Sales Leader must have a history of communicating solution values of products and solutions, and understanding of client's needs. Responsible for increasing sales in their assigned territory by working collaboratively with a technical RPA resource. The RPA Sales Leader will manage accounts by building and fostering client relationships and prospecting existing accounts and mining greenfield opportunities.
IBM is looking for an Business Automation Sales Specialist who will be responsible for taking the Cloud Pak for Business Automation, Process Mining and Task Management to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.
Required Technical and Professional Expertise
3+ Years direct, face to face customer selling experience
3+ years selling cloud software or SaaS solutions
2+ years selling AIOps solutions and/or Enterprise Integration software
Functional competence across the Business Automation landscape
Strong understanding of the following verticals: Rules Management, Business Process, Content, Processing Mining, & Task Management
Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time at everything
You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
You are demonstrate a true 'value based' sales approach and have experience explaining complex ROI models to C level customers.
You're a pipeline generation master, expert in driving direct sales from first touch to close.
You're an entrepreneur - who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
Ability to collaborate with teams within IBM and partners externally
Preferred Technical and Professional Expertise
2 years minimum experience selling IT solutions into Financial Services
Knowledge of Hybrid cloud solutions.
Demonstrated 3-5 years experience in leading complex deals and value based selling.
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.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
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 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 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.