| As a Senior Sales Rep., selling Information Management software
products and solutions, responsibilities will mainly include developing
and executing the sales strategy for the IBM Information Management
offerings. This includes identifying, qualifying and closing new
software license and services opportunities. You will prepare and
deliver financial proposals, price and package solutions and negotiate
deals. Supporting you will be a team of IBM sales specialists, the
ibm.com sales, support and technical specialists,
integration/implementation teams, and the bigger extended IBM team,
along with the business partner community to achieve your targets and
successful customer deployments of the full solution. • Meeting all your
targets for revenue attainment, territory development, territory
growth, and client satisfaction; • Contributing to the achievement of
customer satisfaction objectives, effectively using a customer
satisfaction processes; • Aggressively recruit and establish customer
references to be used as proof points to drive additional business and
keep information on existing references; • Conducting competitive take
outs such as Oracle, Microsoft, Informatica, Sybase and other
competitive solutions. • Working with broader IBM team including SSRs,
iSSRs, client teams, GBS/GTS, deal makers, etc.; • Utilize sales
enablement tools/marketing activities, solution selling techniques,
software and industry solution plays and sales collateral to effectively
prospect , identify and close sales opportunities; • Utilizing the
appropriate sales enablement tools such as win plans, customer
acceptance letters, etc.; • Consistently prospect clients to achieve
quarterly targets; • Building customer relationships with Lines of
Business, IT Decision Makers, project managers and implementation team;
and • Negotiating software agreements. YOUR QUALIFICATIONS •
Understanding of information management software • At least 5 years of
field sales experience, selling enterprise software and solutions to
corporate I.T. decision makers. • Experience in any of the following
competitive offerings is very strong assets: Oracle, Microsoft,
Informatica, Sybase, etc. Experience with ISV solutions such as SAP,
Oracle e-Business, PeopleSoft, JD Edwards, Siebel is also a strong asset
• Ability to sell value to senior executives and Senior I.T. Leaders. •
Possess a track record of prospecting and qualifying sales leads, the
ability to develop value propositions and influence Senior I.T. Leaders
at the "C" level • Seasoned ability to package solutions or deals,
presenting, negotiating and closing skills • Presentation skills •
Ability to direct teams who are not under your immediate report,
including telesales who support this offering, the technical resources
implementing the software and solution elements, plus business partners •
Completed sales training that have developed your solution selling
strategies and techniques • Completed an undergraduate degree in
Business or information technology area • Live in the Toronto area •
Travel is required, primarily within the GTA. YOUR EDGE COMPETITIVE EDGE
In addition to the above requirements, exceptional candidates will also
possess: A strong working knowledge of IBM Information Management
Software, i.e. DB2, Infosphere, Information Server, Big Data |
| 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. |
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