Seeking a driven and experiential software sales leader who has robust sales acumen with an innate aptitude to be a player coach with a dynamic team of sales specialists.

The leader's focus is around building and scaling a growth business in IBM's National market with several of our ecosystem partners. Candidates applying for this role are expected to have strong sales experience with a track record for overachieving quota while focusing on the client outcomes and customer success. You should be a self-starter who is prepared to develop and execute against an account plan and consistently deliver on quarterly revenue targets. To be successful in this role, you are required to possess both a sales and sufficient technical background that enables you to drive an engagement at the CXO level as well as with IT leaders (Directors, VPs, etc.) and IT architects.
You must be a strong and a creative thinker who thrives in a multi-team environment and adopts all aspects of selling. You thrive in a fast-paced, dynamic environment and embrace change.

As a software sales leader, you will participate in a hybrid i.e., in-person and virtual account team-selling environment. You will assume the ownership role for helping a team of brand sales specialists who have assigned business territory to drive the identification and qualification of new Data, AI, and Automation business opportunities, developing and executing account and opportunity plans leading to the generation of both new business (new logo, cross-sell, upsell, consulting & training) and renewal business through software product license/subscriptions and service offerings.

In addition, the role requires that you facilitate and maintain successful relationships with customers, which will be measured by their reference ability, Net Promoter Score, customer satisfaction levels and increased annual recurring revenue levels.

You can expect that you will have the autonomy and unique opportunity to grow IBM business like it is your own franchise within your territory, owning the entire book of business while being consistent across what IBM is bringing to the market around Hybrid cloud Data, AI, and Automation. This role is intentionally setup for sales leadership growth as a formal program with an underlying career ladder to ensure both short- and long-term success and development for the candidate, and IBM.

Required Technical and Professional Expertise
• Multiple years of software sales experience (all 6 years with a focus Data, AI and Automation is a plus)
• Multiple years of direct enterprise software/SaaS sales to commercial customers
• Technical acumen with the ability to relate it with business value and explain how that drives client outcomes
• Hard worker and a top sales performance and knowledge of commercial sales
• Closed software business 6-7 figure deals (and reputation /customer credibility to back it up)
• High creativity and the capacity to multitask
• Excellent forecasting, prospecting, qualifying, closing skills and ability to build strong partner relationships
• Leadership Experience (FLM, Sales Manager, Team leader)
• Build strong partnerships and align with internal and cross functional SMEs on enablement content creation and delivery.
• Monitor and adjust the enablement plan as necessary to ensure alignment with changing business conditions and performance gaps identified via qualitative observations and quantitative measurements.
• Manage the intake process and prioritize enablement requests based on expected business impact. Demonstrate discipline to build, work and strategically revise the plan versus reacting and responding to ad-hoc requests.

Preferred Technical and Professional Expertise
• Experience selling into large Enterprise clients
• Deep knowledge on IBM's Data, AI & Automation solutions
• Experience selling both Cloud and SaaS based solutions
• Experience selling Enterprise License Agreements