Solution Representative - Federal Industry Solutions Smarter Cities Brand Specialist in United States

Job description

The Solution Representative - Industry Solutions (IS) Brand Specialist - Smarter Cities is responsible for finding, developing, and closing agreements which address clients' business needs and deliver client value via IBM Intelligent Operations Center. You will work to develop solutions tailored to clients' business needs and offer IBM Intelligent Operations Center capabilities in a way that is valued by the customer and superior to the competition. This is a senior, provocative selling role. It is essential that you are able to apply industry-specific knowledge and experience to proactively bring new business and technology insights to assigned clients.
Responsibilities include selling IBM Intelligent Operations Center and leading all processes including territory/pipeline management, opportunity identification, analyzing requirements of enterprise clients, selecting appropriate IBM solutions, leading teams to develop and deliver Proof of Concept (POCs), demonstrations, client workshops and presentations, quotes/pricing, and other proposal development activities.
Employees in this role will present the value of IBM Intelligent Operations Center solutions to all levels of the client. They will be responsible for accurately reporting sales pipeline using IBM reporting tools and be responsible for meeting individual quota numbers. They must be effective in teaming with other IBM sales and technical sales resources to help drive software revenue within their territory.
Key Attributes:

• Proven track record in complex software sales and surpassing revenue goals.
• Proficiency in accurately forecasting the progression and closure of software sales transactions.
• Ability to develop a strategic territory plan at the same time as executing on tactical monthly commitments.
• Experienced enterprise software seller within complex matrix environments.
• Demonstrate knowledge of client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from opportunity identification to closure.
• Show evidence of working cohesively with internal and external partners to develop customer relationships and ensure clients are provided with the best available IBM solutions.

Required

• At least 3 years experience in Federal Software Sales
• Readiness to travel 25% travel annually
• U.S. citizenship required
• English: Fluent

Preferred

• Bachelor's Degree
• At least 3 years experience in a role as an IBM or IBM-certified partner sales professional

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.
Job ID: S_D-0634672
Job type: Full-time Regular
Work country: USA
Position type: Professional
Work city: - Any (DC),DC
Posted: 06-Feb-2014
Travel: 25% travel annually
Job area: Sales
Business group: IBM Sales & Distribution
Job category: Sales
Business unit: Software Sales
Job role: Solution Representative - Brand Specialist
Job role skillset: Industry Solutions.B2BCommerce-Portfolio-MAJ
Commissionable/Sales-Incentive jobs only: Yes

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