IBM Cloud Software - SaaS Sales in Research Triangle Park, North Carolina

Job Description

Are you a self-starter, a go-getter, a manager, and a deal maker? Does influencing and challenging CXO's, while selling solutions excite you? At IBM, you'll find a culture that rewards such entrepreneurial spirit. We are looking for talented, high-energy individuals who share our passion for success, and want to help IBM develop our North America Marketing, Industrial, Commerce or Supply Chain Solution brands.

IBM is looking for an experienced ‘New Account’ B2B SELLER / MANAGER with strong SaaS Sales within the following Verticals: Automotive, Electronics, Chemicals and Petroleum, Industrial Products and High Tech Manufacturing. Covering the following segments: Supply Chain, Commerce and or Marketing solutions.

In this job the Manager/Seller would manage a ‘New Account’ territory that excludes existing Installed accounts with SaaS deployments from the same offering family. The Manager/Seller would have full accountability for opportunity identification, progression, and closure of SaaS ‘New Logo’ clients in assigned territory as well as managing a team. Manager/Seller will also receive credit for any upsell at these clients within the same Plan period.

Measures of success:

Exceed New Logo Bookings (NLB) objectives by Identifying, Validating and Closing SaaS New Logo pipeline

Client Satisfaction – onboarding plans are well conceived and well executed; maintain a positive Net Promoter Score in assigned territory

Responsibilities include:

  • 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

  • Managing a New Account SaaS Sales team across North America

  • 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 ‘win backs’ 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.

  • SaaS Sales within the following Verticals: Automotive, Electronics, Chemicals and Petroleum, Industrial Products and High Tech Manufacturing. Covering the following segments: Supply Chain, Commerce and or Marketing solutions.

  • 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.…

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Required Technical and Professional Expertise

  • 7+ years’ experience in SaaS Sales

  • 3+ years of experience MANAGING Sales teams & SaaS Solution Sales.

  • Demonstrable Competitive or New Account Sales skills - looking for proven sales "hunters"

  • 3+ years’ selling in one or more of the following area’s: Supply Chain, Marketing, Commerce or Watson Customer Engagement solutions

  • SaaS Sales within the one or more of the following Verticals: Automotive, Electronics, Chemicals and Petroleum, Industrial Products and High Tech Manufacturing.

Preferred Tech and Prof Experience

  • 6+ years’ experience in developing client relationships

  • 8+ years as a people manager managing SaaS Sales Teams

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.