Jobs for People with MS: National MS Society

Introduction

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. Our clients are game changers and we're looking for sellers who can keep up.

As part of IBM's Data, AI, and Automation sales team, you will work with clients and Business Partners as they transform organizations and entire industries, which means you have a hand in changing how the world works. We're driven by more than just selling solutions. We want our Business Partners and clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough solutions to help businesses extract critical insights and transform how they serve their clients.

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

• Execute Sales Plays for FinOps, Turbonomic, Apptio, Instana, and IT Automation solutions.

• Responsible for driving IT Automation sales in the Midwest territory with and through Business Partners.

• Own and Progress Account and Client Relationships, 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 value-based selling.

• Sales Strategies - lead the way to align IBM IT Automation portfolio with the client's strategic objectives - together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients.

• Territory and Account Leadership - develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory.

• Identify opportunities to be progressed with Business Partners, co-selling with those partners to increase productivity and drive demand generation.

• Client Activities - together with sellers in the territory, 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.

• Business Planning - Develop cooperative closing strategy and tactics with sales management.

• Trusted advisor - Establish strong management and CXO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).

• Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client base.

• Maintain internal CRM system with accurate client and pipeline information.

Required Technical and Professional Expertise

• Multiple years direct, face to face customer selling experience.

• Strong understanding of FinOps & IT Automation.

• Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire C-Suite.

• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.

• Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership, IBM's sales leadership and Business Partners.

• Excellent interpersonal and communication (oral and written) skills at all levels of an organization.

• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.

• 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, clients and IBM ecosystem.

• You're an entrepreneur - who likes to run a business and know that owning your own growth strategies and pipeline generation is fundamental to your success.

• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.

• A track record of consistently achieving targets - demonstrating high performance, whilst challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

• 3+ years experience successfully selling into dedicated territory, and running sales cycle start to finish.

• Pre-existing client and / or Business Partner relationships within the Midwest geography United States.

• Strong understanding of IBM's IT Automation product portfolio.

• Understanding IBM's competitive differentiators in addition to our competition's place in the market.

• Experience in leading large complex deals and value-based selling with track record of overachieving quota.

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.