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Sales Specialist - EZSource - West Region

  • Country:US
  • State:MULTIPLE
  • Category:Sales
  • Required Education:Bachelor's Degree
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Req ID:116322BR
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Job Description
We are looking for a SW Sales Specialist to drive sales of IBM Application Discovery / Application Discovery & Deliver Intelligence (Evolved software products from IBM’s acquisition of EZSource in June 2016)

Maximizing value from their business applications is imperative for every mainframe customer.
AD/ADDI allows for automated application source code discovery and analysis to support enterprise understanding of applications, which in turn drives tangible business benefits in terms of lower cost, reduced risk and higher quality systems.

AD/ADDI is the market leader in the field, with strong technology, reference customers and strong partnerships. AD/ADDI underpins industry initiatives such as application modernization, hybrid cloud, API management and DevOps.


  • Drive principally new business revenue for AD/ADDI Software focusing on new license sales to System Z mainframe customers and upsell of existing customers
  • Initiate and manage high value sales campaigns focusing upon a customer’s Application Discovery (Impact Analysis) requirements and linked to their DevOps engagements including customer economic and management sponsorship, technical involvement with multiple stakeholders and progression of sales through procurement
  • Provide through the IBM Sales Connect tracking and reporting system, an up to date accurate sales forecasting and account plans
  • Liaise with colleagues across the IBM sales teams to strategize account plans and involve as necessary
  • Be responsible for the entire IBM AD/ADDI sales cycle from initial call, value proposition, presentations, demonstrations, proof of concepts through to contract
  • Travel as required within the Geo / Market to meet sales targets and seek new opportunities
  • Periodically represent the company at industry events
  • Provide feedback to the IBM Labs on customer requirements and be involved in product development priorities that help customer progress with the IBM DevOps solutions
  • Work with existing / new partners when a wider solution is required by the customer

Your profile:
  • Must be a confident questioner / listener with good empathy
  • Guide the customer, partners and internal team through the sales cycle
  • Be able to create a formal evaluation / buying cycle from identified business requirements
  • Be able to discuss business value and ROI
  • Demonstrate the ability and motivation to succeed in the joint business goals with the customer
  • Be an exceptional communicator, both written and verbal
  • Strong organizational abilities
  • Good competitive understanding
  • Strong commercial awareness
  • Proven enterprise SW sales success
  • Travel expected according to the client and job requirements

Required Technical and Professional Expertise

  • Demonstrable revenue success within the mainframe application development community
  • Lead responsibility in high value software sales campaigns
  • Ability to assume solo responsibility as well as involving team members when needed
  • Ability to understand, discuss and relate to customer value issues around the application Discovery lifecycle with linkage to a clients Digital transformation and DevOps strategy
  • Understanding of mainframe concepts and terminology including Mainframe to enterprise application development methods with details covering DevOps and modernization principles : Mastered
  • Understand solution selling
  • Hold a full current driving license and passport
  • Be able to provide employment and customer references
  • Able to demonstrate the difference between a solution selling approach to that of a single Product (Tool) sale within a customer environment.
  • English : Fluent

Preferred Tech and Prof Experience


EO Statement
IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Preferred Education: None Commissionable: Yes
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