Software Specialty Representative - Cloudant
IBM - United States

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Delivered as a fully managed cloud service, Cloudant eliminates complexity by enabling developers of fast-growing web and mobile applications to focus on developing their applications without the need to manage database infrastructure or growth. Cloudant serves as the standard data layer for the next generation of web and mobile applications. They deliver distributed DBaaS coupled with Replication & Sync, search and web scale under one API. Their cloud services business model is available in 34 data centers around the world today including IBM SoftLayer. The Cloudant database is in the form of "Not Only SQL" (NoSQL), known as JavaScript Object Notation (JSON), an open standard database format that is used primarily to transmit data between a server and web app.

The Software Sales Representative for Cloudant will be responsible for developing solutions that address client’s business needs and deliver tangible client value. From both inbound leads and your own hunting, you will be responsible for identifying and creating new business opportunities and closing business for Cloudant’s DBaaS solution. You will work to create solutions which are tailored to client’s business needs, which may also include 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 a driven sales person with business and SaaS acumen and solid sales instincts.

Key Responsibilities:
  • Developing and closing opportunities for new accounts with a focus on mid-market and enterprise accounts
  • Meet or exceed monthly and quarterly quota objectives
  • Identify and qualify prospects by telephone, cold call, premise visits, and networking
  • Develop proposals, respond to Request for Proposals (RFP's) and conduct face-to-face sales presentations for prospective customers
  • Convert freemium users to dedicated, paid licenses
  • Negotiating directly with end customers
  • Develop and execute against an account plan for each account
  • Coordinate sales efforts with insides sales and market development reps
  • "Multi-channel" follow-up - help uncover new deals and nurture existing opportunities
  • Understand the sales process; track all sales activity through the sales Customer Relationship Management (CRM) system
  • Assist marketing and sales management develop use case materials on closed accounts
  • Provide feedback to improve the sales process
  • Engage with Product Management to provide feedback on customer reaction to products
  • Cooperate with Product Management and Marketing to develop client references
  • Engage and coordinate necessary resources (ie. Technical Sales, Product Management, etc) as required in order to progress and close deals
  • Gather market information including competitor activity, and report to management/product line
Key Attributes:
  • Does not need an expansive support team to manage and drive a successful sales cycle
  • Demonstrated Business Acumen/Ability to position solution Return on Investment (ROI)
  • Ability to build consistent new revenue pipeline – not afraid to cold call and develop own leads without inside sales or IBM client teams
  • Commitment to stay current with SaaS, NoSQL and industry/sector trends
  • Ability to articulate, define and execute creative strategies to grow the Cloudant business and reach new markets
  • Ability to interface within a multi-brand sales organization
  • Executive level sales experience as well as ability to sell to developer community and roles
  • Ability to work with a group of peers and ability to work in a driven sales environment
Required

Bachelor's Degree

At least 3 years experience in enterprise software sales

At least 1 year experience in one of the following fields: big data & analytics, database, or cloud solution portfolios

At least 1 year experience in demonstrated verbal and written communication skills

At least 1 year experience in presentation skills (proficient in Excel & PowerPoint) and ability to articulate complex concepts to cross-functional audiences, including C-level business executives

Readiness to travel 50% travel annually

English: Fluent

Preferred

Master's Degree in Information Technology

At least 5 years experience in in software sales with a proven track record in selling and presenting to C-level business executives

At least 3 years experience in selling SaaS solutions

At least 1 year experience in selling NoSQL database technology

At least 1 year experience in cloud and mobile solutions

At least 1 year experience in IP Network Management

At least 1 year experience in selling database technology

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.

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International Business Machines Corporation (IBM), is an information technology (IT) company. s major operations include Global Technology...