IBM Software Group (SWG) is almost a company in its own right, the second largest software business in the world. It has around 37,000 employees, the world’s largest direct software sales force of 10,000, 30 software labs, 24 on demand software centres and 14,000 employees dedicated to open software technologies. IBM Software Group offers the on demand operating infrastructure environment with a wide range of middleware for all types of computing platforms, allowing customers to take full advantage of the on demand era. SWG supports the hundreds of thousands of customers worldwide who rely on IBM mainframes, mid-range processors, personal computers and global networks to conduct e-commerce, collaboration and content hosting.
Tealeaf Technology (an IBM company) is a recognized leader in Customer Experience Management with world-class clients that read as a who's-who of Internet commerce in Financial Services, Retail, Manufacturing and Travel. Tealeaf CX Solutions enable companies to ensure the success of their customer’s Web or Mobile interactions, which is enabled by Tealeaf’s unmatched visibility into the real-time customer experience.
The Specialty Software Sales Rep is responsible for developing Tealeaf specific solutions that address your client’s business needs (both industry and business) and deliver client value while supporting brand-specific business strategies. You will work to create solutions which are tailored to client’s business needs and integrate the IBM/Tealeaf capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
Achieve/exceed quarterly and annual revenue quotas on a consistent basis.
Identify and effectively qualify sales leads and maintain a sales revenue pipeline equivalent to at least 3 times quota as measured via Salesforce.com
Develop and execute on sales/business plans to achieve quarterly sales/business objectives and providing accurate and timely reports/forecasts. You will be responsible for geographical territory management.
Develop business solutions that solve customer application integrity problems through the use of Tealeaf's patented software.
Implement sales/marketing tactics and programs in order to meet or exceed assigned territory objectives.
Identify and qualify prospective customers and penetrate targeted prospects in your assigned geographical territory.
Develop a team selling approach and act as a liaison between Tealeaf's customers and pre-sales technical specialists, inside sales and the customer service organization.
Develop and implement a regional sales plan in conjunction with Tealeaf's Solution Selling methodology.
Manage prospect and customer accounts to achieve expedient purchase decisions.
Meet or exceed annual quota attainment while maintaining high levels of customer satisfaction.
Track all sales activity through the sales automation system.
Process driven approach to identifying opportunities and building out sales funnel required.
Strong prospecting, qualifying, closing and managing skills.
Proven and consistent successful track record with annual quota attainment in the $2M+ range over the past 3 years. Average W2 history in excess of $200K.
Extensive business solution selling experience & proven track record in selling/presenting to C-level business executives, especially to heads of e-commerce, marketing, finance, and operations.
Impressive presentation and communication skills. Has the ability to influence, persuade and negotiate at all levels to achievewin-win situations.
Successful candidates will have experience working within a quota and commission structure and will have a demonstrated history of consistent goal achievement.
At least 6 years experience in Enterprise software sales experience.
At least 3 years experience in Business intelligence, content management, customer relationship management and/or other web application
At least 6 years experience in Proven and consistent successful track record with annual quota attainment
At least 4 years experience in Consultative selling, account and customer relationship development at senior levels, as well as running complex high value sales strategies of multiple complex transactions
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 - 2 years ago
International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...