Enterprise Account Executive

hace 2 meses

Buenos Aires, Argentina IBM A tiempo completo

Introduction
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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to ‘show’ vs. ‘tell’, Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges.

Your Role and Responsibilities
The Enterprise Account Executive is responsible for managing relationships with and selling IBM’s entire Application and Data Integration products into Spanish Speaking Latin America region. This person will act as a strategic advisor for his/her customers and prospects and use consultative and value-based selling techniques to develop and maintain relationships with C-level people within her/his account to support delivering customer-desired outcomes.
The Enterprise Account Executive effectively coordinates activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with her/his customer.
- Responsible for selling the Application and Data Integration portfolio in the territory
- Achieve/exceed quarterly and yearly revenue targets using approved StreamSets & Webmethods business planning, account management, opportunity management, and monitoring processes tools.
- Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling collaboration solutions.
- Accurately forecast and report on opportunities within the assigned territory
- Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
- Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition.
- Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators.

Required Technical and Professional Expertise
- 6+ years of experience selling with middleware technologies, cloud architecture, integration platforms
- Experience selling software-based solutions, specifically into targeted new name accounts with large deal sizes
- Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts
- Experience developing and presenting clear and concise sales briefings/meetings
- Ability to understand customers’ business, needs, challenges, and expectations
- Demonstrable success in meeting and exceeding a quota

Preferred Technical and Professional Expertise
As above

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?

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.

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