What are the responsibilities and job description for the ISV Sales Specialist position at IBM?
Introduction
The sales teams at IBM are world-renowned for being industry's top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients. Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.
Your Role and Responsibilities
The ISV Sales Specialist is responsible for selling the full IBM Software & Cloud portfolio to select ISV clients in North America. This is a sales role that will focus on the Software & Cloud portfolio across a set of named accounts. This individual is a seasoned seller with knowledge across the IBM software portfolio and can drive complex Software, SaaS, Cloud and ESA transactions. Candidate should be comfortable with C suite executives and leading a supporting team of IBMers through collaborative influence and sales leadership. In addition, this individual will also focus on competitive take-outs, expansion scenarios with existing IBM clients, and pipeline generating efforts to meet sales objectives within the assigned territory.
The ISV Sales Specialist maintains expert knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings and guides others in their use. Examples of these techniques and tools include, but are not limited to, opportunity / territory management, cost justification, acquisition management and channel management processes. Demonstrates expert knowledge of competition, its strategies and its products / services. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings on that differentiation.
The successful candidate will work closely with Technical Sales Specialists, other Cloud & Cognitive sales reps, Cloud Platform CSMs, Deal-Makers, Client Teams, Business Partners, and other IBMers to lead in the identification and progression of opportunities that are tailored to a client’s business needs in a way that is valued by the client and superior to the competition. The ISV Sales Specialist will collaborate with the client teams, other brand sellers, business partners, technical sales, services, marketing, and offering management teams on territory / pipeline management, opportunity identification, analyzing clients' security requirements, position the appropriate IBM technology, lead PoC's, demonstrations, client workshops and presentations, quotes / pricing, and other proposal development activities.
Responsibilities
Required Technical and Professional Expertise
Preferred Technical and Professional Expertise
N/A
The sales teams at IBM are world-renowned for being industry's top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients. Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.
Your Role and Responsibilities
The ISV Sales Specialist is responsible for selling the full IBM Software & Cloud portfolio to select ISV clients in North America. This is a sales role that will focus on the Software & Cloud portfolio across a set of named accounts. This individual is a seasoned seller with knowledge across the IBM software portfolio and can drive complex Software, SaaS, Cloud and ESA transactions. Candidate should be comfortable with C suite executives and leading a supporting team of IBMers through collaborative influence and sales leadership. In addition, this individual will also focus on competitive take-outs, expansion scenarios with existing IBM clients, and pipeline generating efforts to meet sales objectives within the assigned territory.
The ISV Sales Specialist maintains expert knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings and guides others in their use. Examples of these techniques and tools include, but are not limited to, opportunity / territory management, cost justification, acquisition management and channel management processes. Demonstrates expert knowledge of competition, its strategies and its products / services. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings on that differentiation.
The successful candidate will work closely with Technical Sales Specialists, other Cloud & Cognitive sales reps, Cloud Platform CSMs, Deal-Makers, Client Teams, Business Partners, and other IBMers to lead in the identification and progression of opportunities that are tailored to a client’s business needs in a way that is valued by the client and superior to the competition. The ISV Sales Specialist will collaborate with the client teams, other brand sellers, business partners, technical sales, services, marketing, and offering management teams on territory / pipeline management, opportunity identification, analyzing clients' security requirements, position the appropriate IBM technology, lead PoC's, demonstrations, client workshops and presentations, quotes / pricing, and other proposal development activities.
Responsibilities
- Actively engage with clients to develop the trust and credibility to help them solve strategic and tactical business problems with IBM’s proven cognitive and cloud technology solutions and IBM Security solutions.
- Demonstrate understanding of client requirements regarding enterprise security controls, policies and related technologies, and how IBM solutions can meet these requirements
- Be able to recognize compelling reasons for clients and prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate value across the IBM software solution portfolio.
- Be the lead seller to identify and progress opportunities in your defined territory
- Build and maintain an opportunity pipeline to meet and exceed monthly / quarterly quota targets for your territory
- Effectively engage IBM’s resources to progress and close business and deliver a successful customer experience
- Be conversant in our solutions and articulate the differentiated value of IBM solutions compared to competitors in the market
- Deliver high-level feature / benefit executive presentations
- Drive the proposal production process
- Participate in marketing and event planning activities within the market and your specific territory
- Effectively communicate with the internal brand specialty leaders and provide feedback from the field in support of business opportunity
- Work with the technical team to deliver effective POC's, POT's, and support critical customer situations
- Manage your business using IBM’s CRM platform based on Salesforce.
- Location: Eastern United States
Required Technical and Professional Expertise
- At least 5 years of face to face sales experience with a strong background in IBM software solutions and IBM cloud platform.
- Channel and/or MSSP/ESA Sales experience is preferrable
- Demonstrated ability to manage a territory as a franchise and orchestrate a diversified set of resources
- Demonstrated ability to manage and negotiate complex sales opportunities
- Consistent track record of successful selling
- Demonstrated ability to develop strong client relationships
- Ability to effectively present and articulate the benefits of the solution as compared to the competition and relative to customer requirements
- Process oriented and able to use an industry-recognized sales methodology for opportunity engagements
- Understand common client business needs, challenges, and terminology and be able to articulate how technology can address/impact these at an executive level
- Ability to travel 25-50% annually
- Work collaboratively in a team selling environment
Preferred Technical and Professional Expertise
N/A
CSC Account Manager - ISV, Cloud Sales Center ISV
Amazon -
Austin, TX
Senior GTM Specialist, Containers, ISV Segment
Amazon -
San Francisco, CA
Senior Manager, Specialist Solutions Architects, ISV
Amazon Web Services (AWS) -
Arlington, VA
