IBM LinuxONE - New Business Sales Representative in Boston, Massachusetts

Job Description

The LinuxONE Sales New Business Hunter will manage all sales activities within a defined territory. This challenging and high-visibility position will be responsible for driving new business into new accounts for LinuxONE. The candidate must be extremely results driven, customer focused, technologically savvy, and skilled at building client relationships from scratch in new-to-IBM clients.

Having broad expertise in new business territory management, this individual uses their skills to achieve quota in creative and effective ways. The New Business Hunter will be responsible for a specific geographical territory and will be tasked with building a territory plan to define suitable new business targets. The ideal candidate will use innovative and creative ways to gain access to senior leaders within the identified accounts. This individual will leverage Business Partners, Systems Integrators, and Independent Software Vendors to build creative new solutions to address client requirements.

This individual will be tasked with identifying key decision makers in non-installed base accounts. The role will involve talking to new clients who may also be new to IBM. The LinuxONE Sales hunter will have a strong focus on cold calling, profiling and identifying clients using tools such as LinkedIn Premium.

This individual effectively works with, and co-sells with Business Partners to effectively manage a territory. Limited management supervision and direction will be provided since the candidate will be expected to operate and drives results independently .

The ideal candidate is able to demonstrate subject matter expertise in Cloud Computing, x86 server architecture solutions and Open Source Software. This individual is able to build and lead ad-hoc cross functional teams and be seen as the overall lead for the the sales engagement.

Required Technical and Professional Expertise

  • At least 3 years of quota sales experience in a large Technology/Services organization selling distributed hardware and software solutions

  • Aptitude for understanding how technology products and solutions solve business problems, especially Linux and Open Source technology

  • Experience driving business development, and achieve strategic goals by leading customers through the entire sales cycle

  • Experience leading territory strategy in generating and developing business growth opportunities, working collaboratively with Inside Sales Representatives, Customer Engineers, and IBM Business Partners

  • Demonstrated verbal and written communications skills, proven ability to convey information clearly and provide analysis to help customers make buying decisions

  • Ability to operate at all levels within a client from both technical to CxO level decision makers

Preferred Tech and Prof Experience

  • Manage multiple opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serve as the primary customer contact for all LinuxONE related activities.

  • Ability to work collaboratively with Business Partners, ISV’s, CSI’s and MSP’s

  • Proficiency in using LinkedIn Premium to profile, identify and engage new clients is a pre-requisite.

  • Proven discipline on pipeline management and metrics, ability to forecast accurately is a pre-requisite

  • Explore and understand complex requirements on both a business and technical level

  • Proven ability to navigate through a matrix management internal structure and build teams to achieve the desired result.

EO Statement

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.