At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and se...
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.
IBM is currently hiring a Sterling, Blockchain Sales Rep for the Financial Services Market (Banking | Financial | Insurance). An AI Applications Sales Rep is responsible for creating and maintaining client relationships at all levels within the client's business. They work with their teams to design solution recommendations for their clients applying their technical skills, industry knowledge and business acumen. These solutions leverage IBM technologies, architectures, platforms, and offerings to solve the client's business challenges and deliver value.
This roles focus is to serve some of IBM's largest banking, financial services and insurance clients to sell and expand their software footprint. The candidate will be expected to build new sales pipeline and expand their existing client base. This is a sales leadership position and is a customer-facing role. The candidate should have the ability to work with client Line of Business Executives and be able to work in a collaborative role with IBM sales teams, architects, and business partners.
Your Role and Responsibilities
Position Sterling value through consultative selling approaches.
Understand and articulate how IBM's offerings can be integrated with the client's existing architecture and how they are differentiated from the competition. Set the technical strategy for sales opportunities and consult on the development of implementation plans for client's IBM investments. Lead requirements gathering and analysis for new projects and new opportunities. Use technical and business acumen to build and maintain relationships with key client decision-makers, and actively seek new projects/opportunities to promote software sales and adoption.
Consult with clients to design solutions using IBM Capabilities
Prepare and present client-facing presentations and facilitate whiteboard discussions
Work as an integral part of a matrix sales team
Own key executive relationships
Drive customer success
Proactively monitor and promote deployment of purchased software products to maximize deployment against targets and eliminate software reversals. Identify and track client sponsors and assigned projects for software products in the contract. Use technical and business acumen to build and maintain relationships with key customer decision-makers, and actively seek new projects/opportunities to promote software adoption
Required Technical and Professional Expertise
* Demonstrated technical and business value aptitude
* Create/identify new revenue opportunities and participate in Technical Opportunity Identification
* Successfully deploy software to "burn down" ELA content
* Collaborate with Sellers and Technical Sellers in North America Markets
* Demonstrated people management skills - effective listener and communicator; ability to train, mentor, and coach individuals at various stages of development
* Ability to understand business problems; provide guidance on strategies which will produce winning solutions in the Financial Market.
* Ability to build and maintain relationships with all levels across the organization
* Apply an understanding of the Banking, Financial Markets, and Insurance spaces.
Preferred Technical and Professional Expertise
Hunter mentality- needs to be hard working driven individual determined to beat the competition and sell new software
Demonstrated leadership skills - effective listener and communicator; ability to train, mentor, and coach individuals at various stages of development
Ability to understand business problems and provide guidance to the team on strategies which will produce winning solutions with IBM clients
Ability to build and maintain relationships with all levels across the organization
Apply an understanding of the Market, industry trends, KPIs, financial measurements, key industry players and competitors to deliver solutions that address client needs
Ability to work in complex, matrix-managed organizational environment