As the Rational Sales Rep, you will be responsible for developing Rational specific solutions that address your clients' business needs (both industry and business) and deliver tangible client value while supporting Rational business strategies. You will work to create solutions which are tailored to clients' business needs and integrate other IBM brand capabilities in a way that is valued by the customer and superior to the competition. In this role, is it essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
Creative prospecting through campaigns, business partners, and other activities to identify new clients
Providing sales leadership and moving sales opportunities to closure
Working with other sellers, business partners, and units of IBM as needed to create an effective solution for the client
Maintaining a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
Collaborating with the channel organization to develop partners and their solutions to shorten sales cycles by selling to the LoBs
Meeting quarterly and annual sales revenue quotas
At least 3 years experience in understanding of competitive Rational technologies and their place in the market
At least 3 years experience in consultative selling experience to the executive level
At least 3 years proven sales track record
3 years of experience working in or selling to one of the following industries: [Financial Services / Insurance, Public Sector or E&U or Manufacturing]
Ability to provide insight to business leaders in at least one of the above industries
Strong territory planning and territory management skill
An outstanding ability to understand business problems and articulate a corresponding solution based on IBM software
At least 4 years experience in Apply Knowl of QM for SOA Solns
At least 4 years experience in Advise on Value Prop for IBM Products and Services
At least 4 years experience in Apply Knowledge of Competitors Oracle-Sun and HP
At least 4 years experience in Analyze and advise on Client Business Issues
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 - 12 months ago
International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...