The role of the Software Specialist is to accelerate sales of IBM Business Process Management (BPM) products by uncovering opportunities and making sales to new and existing customers in an assigned territory. This position is responsible for selling the IBM Business Process Management (BPM) platforms in a territory covering Federal Civilian accounts in the Federal region.
Responsibilities include but are not limited to:
Sell Websphere Business Process Management (BPM) products and services in an assigned territory - develop a business plan that maps action items to assigned territory quota goals and objectives. Execute the action items described in the business plan to meet or exceed those assigned quota goals and objectives.
Manage and support all aspects of sales cycles - identify opportunities, qualify opportunities, develop-support team selling strategies, develop product-customer value propositions, and negotiate pricing-contracts for existing and new accounts.
Collaborate with, and support, technical sales team members to conduct product demonstrations, technical briefings, proofs of concept and proofs of technology.
Present and conduct workshops that discuss IBM Business Process Management (BPM) product capabilities in the context of solving specific customer business problems.
Team with other IBM sales and technical sales resources to provide complete solutions for customers' business requirements.
Present Business Process Management (BPM) products to fellow IBMers in internal enablement sessions, and to customers, in seminars and related marketing events.
Manage administrative responsibilities of the role and comply with reporting requirements related to territory development, sales pipeline-forecasts, status reports, CRM reports, customer feedback, competitive information, etc.
The successful candidate is expected to be a self-starter; and to work proactively.
At least 2 years experience in Federal Software Sales
Readiness to travel 25% travel annually
Basic knowledge in Knowledge of ILOG, Lombardi, or Other Competitive Products
Basic knowledge in Software Sales in Business Intelligence (BI), Predictive Analytics, Content Management (ECM)
At least 2 years experience in Selling Application Software Products
At least 2 years experience in Selling Infrastructure Software Products
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 - 18 months ago
International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...