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Senior SaaS New Account Specialist - Security Distribution Market

  • Country:US
  • State:MULTIPLE
  • City:MULTIPLE CITIES
  • Category:Sales
  • Required Education:High School Diploma/GED
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Req ID:129024BR
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Job Description


Are you a self-starter, a go-getter and a deal maker? Does influencing and challenging CXO's, while selling transformational solutions excite you? In IBM Security, you'll find a culture that rewards such entrepreneurial spirit, within one of the world's leading brands. We are looking for talented, high-energy individuals who share our passion for success, and want to help IBM Security develop our North America Distribution Segment Software-as-as Service (SaaS) business with an exclusive focus on our Travel, Transportation, Retail and Consumer Market clients.

Qualifications and Experience:
  • Has influenced CXO's decision making process for choosing solutions in transformational projects.
  • Has sold solutions that have improved clients' selling, marketing, merchandising, or fulfillment operations.
  • Experience within the following industries: Retail, CPG, Travel & Transportation and/or Wholesale Distribution.
  • Comfortable as a visionary. We are pioneering cognitive Security solutions, and seek Subject Matter Experts who can sell a differentiated vision and transform that vision into achieved business outcomes for clients and market share for IBM.
  • Excellent understanding of various Routes-to-Market; Direct/Business Partners/Distributors/Systems Integrators/Service Providers
Competencies:
  • Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges.
  • Collaboration —Relentless drive to work with large, complex sales organizations to help create vision, enthuse clients and client teams and support deal closure with an eye toward helping clients achieve business outcomes
    benefit realization for clients, and closed business for IBM. Is independent and self-directed, and takes initiative with minimal direction or supervision, while comfortable in a collaborative environment.
  • Influence—Uses rational and emotional drivers that appeal to customers to frame decision criteria and negotiation conversations in IBM's favor.
  • Executive Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills.
  • Fearless - risks disapproval to express a differentiated POV about what is right for our clients & their shareholders
  • Time management - Qualifies time to ensure activity drives outcomes. For active pursuits, clearly understands deals drivers and the steps to closure.
  • Networking—identifies the right customer, partner, and IBM stakeholders and builds connections to drive consensus.
  • Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic time frame

Joe Responsibilities:
  • Exceed quarterly revenue targets
  • Design and execute strategies for creating and progressing pipeline to meet revenue targets
  • Grow market share in IBM's largest Key Accounts
  • Use insight and consultative-selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to IBM Security’s differentiated capabilities
  • Coach and be coached. We seek life learners who want to grow, while helping others grow.
  • Independently and collaboratively, with other IBM sellers, strategize for solving deal-level challenges.
  • Sales Hygiene: Regularly update CRM system. Forecast accurately.
  • Track record of outstanding leadership in mentoring/coaching/leading
  • Serve as Team Lead for specific SaaS Security Offerings within Distribution
Benefits:
  • Excellent compensation and benefits package, including competitive base salary, commissions and incentives
Opportunity to be entrepreneurial, while having the backing of a top 5 global brand
Preferred Professional and Technical Expertise:
  • At least 1 year of experience with the IBM Security Solutions or competing solutions
  • At least 5 years selling SaaS-based solutions
  • 5-10 years of CXO level expertise
  • Travel up to 50% or 3 days a week (home on weekends- based on project requirements)
  • Experience within one or more of the following industries: Retail, CPG, Travel & Transportation, and/or Wholesale Distribution.
























Required Technical and Professional Expertise

  • At least 1 year of experience with the IBM Security Solutions or competing solutions
  • At least 5 years selling SaaS-based solutions
  • 5-10 years of CXO level expertise
  • Travel up to 50% or 3 days a week (home on weekends- based on project requirements)
  • Experience within one or more of the following industries: Retail, CPG, Travel & Transportation, and/or Wholesale Distribution.


Preferred Tech and Prof Experience

  • At least 1 year of experience with the IBM Security Solutions or competing solutions
  • At least 5 years selling SaaS-based solutions
  • 5-10 years of CXO level expertise
  • Travel up to 50% or 3 days a week (home on weekends- based on project requirements)
  • Experience within one or more of the following industries: Retail, CPG, Travel & Transportation, and/or Wholesale Distribution.


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: Master's Degree Commissionable: Yes
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