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IBMThis position will be selling SaaS and on premise software to IT and LoB (Line of Business Professionals and executives across the Industry sectors. The IBM Social Sales Representative is responsible for selling solutions to new and/or current customers in an assigned geographic area to achieve/exceed assigned revenue objectives. This individual will be responsible for establishing face-to-face contact and provide sales presentations to existing/prospective customers to determine solution needs, and provide follow-up with customers to ensure customer satisfaction with solutions. Other responsibilities include, maintaining sales records and prepares sales reports as required. The Representative will provide feedback through wins/losses, forecasts/pipeline, references and company’s account management system. Also responsible for achieving sales metrics, and performing qualification, discovery and needs assessment, positioning. IBM is a leading Software as a Service (SaaS) provider of business solutions for IT and LoB. The company helps global organizations multiply business success by identifying the best individuals for every job and fostering optimal work environments for every organization. This position will be selling SaaS and on premise software to IT and LoB Professionals and executives across to Industry sectors. The IBM Software Sales Representative is responsible for selling solutions to new and/or current customers in an assigned geographic area to achieve/exceed assigned revenue objectives. This individual will be responsible for establishing face-to-face contact and provide sales presentations to existing/prospective customers to determine solution needs, and provide follow-up with customers to ensure customer satisfaction with solutions. Other responsibilities include, maintaining sales records and prepares sales reports as required. The Representative will provide feedback through wins/losses, forecasts/pipeline, references and company’s account management system. Also responsible for achieving sales metrics, and performing qualification, discovery and needs assessment, positioning. Key Responsibilities: -Achieve/exceed bookings objectives in your assigned territory -Accurately forecast and communicate monthly, quarterly, and annual bookings -Develop comprehensive sales plans and strategies to achieve revenue targets -Develop a comprehensive understanding of the competitive landscape -Generate leads to include direct mail, seminars, networking with third party business partners, cold call from lead lists, regular follow-up from existing customer database, ability to extract lead lists independently (newspapers, literature, web sites); requires creativity -Cultivate relationships with IBM third party partners -Maintain a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry Key Attributes: -Proven Business Acumen/Ability to position solution Return on Investment -Ability to build consistent new revenue pipeline -Commitment to stay current with industry/sector trends -Ability to articulate, define and execute creative strategies to grow the IBM business and reach new markets -Ability to interface within a multi-brand sales organization -Executive level sales Seniority Level -Mid-Senior level
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