IBM New Account Seller - SaaS - Security in Boston, Massachusetts
Candidate MUST LIVE on the WEST COAST
Join the largest startup, and proven global leader, in the Security industry to protect our planet from emerging cyber threats. Tell the world how you, Watson and IBM Security fight to defend businesses, institutions and governments across 130 countries. Make a difference in everyday lives by safeguarding our most valuable information from corporate intellectual property to your family photos. Be a part of IBM’s rich history of innovation and research to deliver solutions built on the foundation of over 3,500 security patents. Are you ready to put on your cape and help us fight the bad guys?
Experienced ‘New Account’ seller with strong XaaS, industry and domain skills in the given solution or set of solutions. In this job the seller would manage a ‘New Account’ territory that excludes existing Installed accounts with SaaS deployments from the same offering family. Seller would have full accountability for opportunity identification, progression, and closure of XaaS ‘New Logo’ clients. Seller will also receive credit for any upsell these clients within the same Plan period. Candidate will be ultimately responsible for the Market's performance derived from pipeline, progression, closing, revenue recognition, expansion and renewals.
Exceed New Logo Bookings (NLB) objectives by OI, Validating and driving SaaS New Logo’s pipeline to closure
Develop, Own and maintain the Executive client relationship, acting as an advocate and trusted resource, proactively mobilizing IBM resources (Services, Support, Sales, Product Mgmt. etc.. ) on behalf of the client; and creating a streamlined IBM client experience
Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients’ business goals and pressures
Demonstrate products, features and functions as a means to developing and progressing opportunities
Drive focused education and activity for IBM SaaS offerings in competitive accounts with a focus on ‘winbacks’ or FIE wins.
Handle the commercial aspects of the relationship such as contract negotiations with clients, working closely with the sales management, finance, and pricing where necessary
Ensure clients have access to the right success Activities; onboarding programs, training, CSMs, services, support etc
Anticipate factors that could impede customer satisfaction and work to remove roadblocks to client success
Demonstrate effective use of heat maps, sales plays and unique offerings as a way to increase pipeline and drive new logo sales
Maintain sales hygiene with accurate and timely forecasting for your book of business, leverage IBM Exec sponsors etc…
Maintain and advance heat map
Provide a divide and conquer strategy with the Security Client Executive, quickly identifying leader and support.
Weekly expectation of 3-5 Customer Facing Meetings, Minimum of 10 customer conference calls and Minimum of 2 Net New Touchpoints.
Commitment to be in every account assigned.
Commitment of pushing every product that you are commissioned for and having at least two closed deals for each product.
Commitment of at least 1,000,000 of ACV to the business
Required Technical and Professional Expertise
Background in SaaS sales
XaaS ‘New Logo’ Sales
FSS client experience
Preferred Tech and Prof Experience
7+ years in SaaS Software Sales
Heavy background in Financial Security Sales.
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.