IBM SaaS Market Leader in MEXICO CITY, Mexico
A role for an experienced SaaS Leader to drive the overall SaaS revenue for the Software Solutions. He/she will provide cross-BU Signings and Revenue focus including
leading complex contract negotiations with clients while being focused on driving in period Signings and Revenue and protecting IBM's interests. Candidate will be
ultimately responsible for the Market's performance derived from pipeline, progression, closing, revenue recognition, expansion and renewals.
Measurements are net recurring revenue growth, and focus on New Logo and Expansion Bookings.
§ Lead complex client engagement in front of client.
§ Market go-to resource for all client engagements in complex opportunities involving multi-BU value proposition
§ Responsible to build the Market SaaS plan and agree with Units the Market SaaS Strategy and the Plays to be executed
§ Responsible to build the Market SaaS marketing initiatives, teaming with marketing and BUs and following IOT guidance. Identify pipeline weakness, conduct root cause
analysis and set up improvement plans jointly with the Units.
§ Consolidate Market SaaS Strategy, Offering plans & Go-to-Market in coordination with IOT SaaS Leader & Units leaders.
§ Act as focal point for any issue or help needed in opportunity creation, progression & closing, including customer related activities
§ Assist Channels team to identify, recruit and Activate appropriate Solutions BP’s to improve the locally available Business Process expertise related to the lob
§ Lead the Market SaaS Sales Force readiness plan, including Security and Data Privacy, Contracts, incentives and processes to support a successful SaaS business execution
in the Market (including certifications), ensuring S&D and GBS engagement.
§ Provide Weekly, Monthly Quarterly cadence view of SaaS business: Net New Signings – i.e. Pipeline, Progression, CSAT, and overall SaaS Revenue Management.
§ Single Focal point for SW SaaS ACV Signings for Market GMs (coordinating SaaS signing /Revenue budget cycles).
§ Measured against all SaaS Signing (Net New and renewals) and SaaS Revenue.
§ At least 4-5 years experience in SaaS Sales
§ Demonstrable Relationship Management skills
§ Readiness to travel 50% travel annually (maybe more)
§ English: Fluent
Required Technical and Professional Expertise
English / Spanish - advanced
Experience in Business Development
Extense Networking in Telco and ISP's
SaaS sales experience and new strategic partnerships development
Preferred Tech and Prof Experience
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.