What are the responsibilities and job description for the Data & AI - Data Fabric Sales Specialist - Midwest position at IBM?
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
Preference to hire in one of the following cities with flexibility to reside in reasonable commutable distance: St Louis MO, Omaha NE, Little Rock AR, Tulsa OK, Oklahoma City OK.
IBM is looking for a Data Fabric Sales Representative to accelerate the growth of our flagship software platform – Cloud Pak for Data. The role has unlimited potential and is highly focused on driving strategic signings with our clients to adopt and expand Cloud Pak for Data across their enterprise. You will work closely with our clients to help them modernize their existing IBM workloads to Cloud Pak for Data as well as drive demand for net new workloads on our platform. This seller for this territory should have a hunter mentality. The territory has many strategic accounts with endless opportunities to make inroads at them.
You will be responsible for:
Account and Client Relationship Management, Sales and Software License and SaaS Subscription Revenue.
Annual Target Revenue and Signings – Meet or exceed quarterly and annual revenue and signings targets with an emphasis on pricing greater than your competition due to greater value for your clients.
Sales strategies- Align IBM analytic solutions with the client’s strategic objectives – Develops account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients.
Trusted advisor – Establishes strong management and CXX relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Client Activities – Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.
Territory and Account Leadership – Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.
Business Planning – Develop cooperative closing strategy and tactics with sales management.
Build and share best practice sales and negotiation skills, sell value, and up sell and cross sell to client base.
Maintain CRM system with accurate client and pipeline information
Required Technical and Professional Expertise
- Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire c suite
- In-depth knowledge of overall Data and AI market in order to connect market trends to the IBM Data Portfolio to position compelling transformational solutions to clients
- 7 years of direct, face to face customer selling experience
- 3 years of selling Data & AI solutions at a major software provider
- Industry knowledge of IBM competitors in the Data & AI market
- Strong technical understanding of the following enterprise domains: Data Warehousing, Data Governance, Data Science and AI/Machine Learning
- Establish client value propositions that tie key strategic, financial, and operational metrics directly to near and long-term business improvement
- Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do
- Ability to build and maintain positive business relationships with peers and clients
Preferred Technical and Professional Expertise
Intimate knowledge of Data & AI marketplace and unique perspective on how to compete within it – experience making markets
Prior experience selling Data & AI services within Snowflake, Azure, AWS, or GCP platforms
10 years of experience in leading large complex deals and value-based selling with track record of overachieving quota.
Preference to hire in one of the following cities with flexibility to reside in reasonable commutable distance: St Louis MO, Omaha NE, Little Rock AR, Tulsa OK, Oklahoma City OK.
Salary : $1 - $1,000,000
