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Enterprise Account Executive
hace 1 mes
About the Role
The Enterprise Account Executive is a key role within IBM's sales organization, responsible for managing relationships with and selling IBM's entire Application and Data Integration products into the Spanish Speaking Latin America region.
Key Responsibilities
- Act as a strategic advisor for customers and prospects, using consultative and value-based selling techniques to develop and maintain relationships with C-level people within accounts.
- Effectively coordinate 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 customers.
- Sell the Application and Data Integration portfolio in the territory, achieving/exceeding quarterly and yearly revenue targets using approved StreamSets & Webmethods business planning, account management, opportunity management, and monitoring processes tools.
- Drive and penetrate new accounts, meeting with stakeholders (C level) within accounts to sell 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, collaborating with Cloud Providers and Systems Integrators.
Requirements
- 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.
About IBM
IBM is a leading technology and consulting company, committed to creating a diverse environment and proud to be an equal-opportunity employer. We believe that through the application of intelligence, reason, and science, we can improve business, society, and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
We pride ourselves on being an early adopter of artificial intelligence, quantum computing, and blockchain, and are committed to being a responsible technology innovator and a force for good in the world.
