Data & AI Business Automation Sales Representative

Introduction
A Technology Sales Representative role (what we internally call a, 'Brand Sales Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

Excellent onboarding and an 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. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products and services.

Your Role and Responsibilities
IBM is looking for an Automation Sales Specialist who will be responsible for taking the Automation Cloud Paks 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.

You will be responsible for:

• Achieving quarterly sales targets by working with the America’s executive sales team

• Business development activities that build & develop pipeline on a four-quarter rolling basis across your territory

• Customer enablement to evangelize IBM’s Data & AI offerings within their organization

• Becoming a trusted advisor to our clients by helping them understand the value of Cloud Pak for Data and why modernizing to a hybrid cloud model supports a long-term business strategy.

• Developing and executing GTM sales strategies that captures market share from competitors and accelerates growth in green fields.

Required Technical and Professional Expertise

• Strong ability to set goals and targets with organization and self-management to achieve within quarterly timelines.
• Performance driven - Ability to own your own growth strategies and understanding that pipeline generation is fundamental to your success.
• Ability to lead and collaborate with several teams within IBM and partners both internally and externally.
• 3-5 years of direct, face to face customer sales experience.
• 3-5 years selling cloud software or SaaS solutions a plus
• Strong written, verbal, and presentation skills.
• 3-5 years selling IT Automation and/or Business Automation software solutions
• Experience selling IT solutions into one of the following industries: Distribution, Industrial, Manufacturing, Communications, Travel & Transportation or CPG Retail.
• Ideal candidates should have a passion for cloud technologies, solving customer problems, and winning every time
• 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 demonstrating 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

• Strong understanding of the following verticals: IT Operations, DevOps, Application Monitoring, Enterprise Integration, Business Process Management, Decision Management, ECM, and RPA.
• Bachelor’s Degree in Sciences or Computer Engineering related fields.