Solution Representative (ECM)-Brand Specialist (Federal Government)

Job ID S_D-0618036 Job type Full-time Regular Work country Canada Position type Professional Work city Ottawa Posted 07-Nov-2013 Travel 25% travel annually Job area Sales Business group IBM Sales & Distribution Job category Sales Business unit Software Sales Job role Solution Representative-Brand Specialist (SW) Job role skillset General Commissionable/Sales-Incentive jobs only Yes

Job description

IBM offers industry leading Enterprise Content Management (ECM) solutions that deliver organizational content in context, providing rapid business insight that drives informed action and better outcomes. These solutions reinforce and build upon existing ECM capabilities to operate and scale flexibly across a diverse range of content environments. These capabilities include industry specific-solutions that capture, activate, share, analyze and govern content throughout its lifecycle. As the ECM Brand Specialist, targeting all areas of the Federal Government, you will be responsible for developing ECM-specific solutions that address your client’s business needs and deliver tangible client value while supporting ECM business strategies. You will work to create solutions which are tailored to client’s requirements and integrate other IBM brand capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to your assigned clients. Further Responsibilities: Manage a broad territory and drive product sales into new areas of the Federal Government and expand existing business Meet and exceed quarterly and annual sales revenue targets Drive increased opportunity pipeline through creative prospecting leveraging campaigns, business partners, and other activities to identify new clients Work with other sellers, business partners, and units of IBM as needed to create an effective solution for the client Leading proof of concepts (POCs), client demonstrations, client workshops, proposal development activities, pricing, presentations, and negotiating the deal to closure Maintain a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators to fuel a consultative sales approach Understand your competition and be able to clearly articulate where IBM brings differentiated value Successful candidates will demonstrate: Consultative IT selling experience to the Exec. level and ability to develop deep client relationships Territory planning/management skills, with a focus on uncovering new business from new clients Ability to understand business problems and articulate a corresponding solution based on IBM software Excellent written, oral and presentation skills Ability to provide industry specific insight to LOB leaders in the Federal Government of Canada Knowledge of Government budgeting and procurement processes, typical influencer/decision maker roles involved, and how to progress sales opportunities from identification to closure Required At least 3 years experience in Enterprise Software sales (or other complex IT solutions) with demonstrated ability to achieve/exceed assigned sales targets Preferred At least 5 years experience selling Enterprise Software (or other complex IT solutions) to Government clients At least 3 years experience in Enterprise Content Management Sales

Required Bachelor's Degree English: Fluent

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.