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Introducción


Join the world’s leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and the ability to manage and focus in a complex and dynamic environment. 

We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. 

You will be expected to travel in support of your territory management plan a minimum of three times a year.  Opportunities for career development are limitless on the back of a rapidly growing and evolving company. 

Su función y responsabilidades

What we want you to do: 

  • Own prospecting activities into your account base.
  • Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach.
  • Qualify interested candidates and arrange introductory conversations with customers and Field Sales,
  • Deliver sales presentation when necessary.
  • Track all relevant qualification and lead management activity using Salesforce.com (including calls, prospect pipeline, account notes, etc.)
  • Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQs.
  • Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.
  • Collaborate successfully with Field Sales to optimize team selling productivity.
  • Provide value added market intelligence to the Sales, Marketing, Product, and Customer Success teams.
Educación requerida
Título de asociado/Diploma universitario
Educación preferida
Licenciatura
Experiencia profesional y técnica requerida
  • Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals. 
  • Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.
  • Excellent organizational, analytical, and problem-solving skills.
  • Creative tactics to reach the executive management of enterprise IT.
  • Team player with solid communication and presentation skills.
  • Strong skills in data analysis & sales tools use.
  • Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to Executive Management.
  • Ability to work independently & proactively in a dynamic and aggressive startup environment.
Experiencia técnica y profesional preferida
  • 2-5 years plus experience in SaaS sales or telephone prospecting is preferred. 
  • Experienced using Sales prospecting tools and CRM
  • Recent IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast moving, high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.

Acerca de la Unidad de Negocios

IBM tiene presencia global y opera en más de 175 países con una amplia distribución geográfica de ingresos. IBM Global Sales es la unidad de negocio encargada de ventas estratégicas marcando la huella global de IBM, trabajando en estrecha colaboración con unidades operativas dedicadas en los distintos países donde se atienden clientes localmente. Nuestros equipos están liderados por gerentes de relaciones quienes dirigen grupos integrados de consultores, especialistas en soluciones y expertos en implementación. Su objetivo es impulsar el crecimiento y la innovación de los clientes. Al combinar el conocimiento local con la experiencia global y las capacidades digitales, IBM forja relaciones sólidas y duraderas con sus clientes.Este enfoque de gestión local fomenta la rapidez en el apoyo a los clientes, abordando nuevos mercados y realizando inversiones en oportunidades emergentes. Además, la organización Global Sales presta servicios a clientes con experiencia en su industria, así como a través de los productos y servicios que IBM y sus socios suministran. IBM también está ampliando su alcance a clientes nuevos y existentes a través de mercados digitales.

SU VIDA @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

 

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

 

Are you ready to be an IBMer?

Acerca de IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

 

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. 

 

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Otros detalles relevantes del empleo

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences


We consider qualified applicants with criminal histories, consistent with applicable law.


This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.