Account Executive

About the Role

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society.

Key Responsibilities

• Works to achieve maximum sales profitability, growth, and account penetration within the assigned territory.
• Sells directly or via partners.
• Manages accounts throughout the entire sales process.
• Collaborates with team members in business development, customer success, and support to uncover all customer needs.
• Understands product offerings and competitive issues to develop solution proposals.
• Travels to customer sites to identify/develop sales opportunities when required.
• Participates in the development, presentation, and sales of a value proposition.
• Conducts onsite customer presentations with C-levels to negotiate and close strategic and complex deals.
• Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and maximizing sales.
• Negotiates SaaS/cloud/software contracts.

Requirements & Tech Stack

• Experience growing pipelines and selling enterprise IT solutions.
• Experience progressing deals through the sales process to close.
• Consistent track record of success and history of quota attainment in consultative sales environments.
• Knowledge of Open Source, Big Data, Cloud, Systems Infrastructure, Enterprise Application Integration, Database and/or Data warehouse concepts and products are advantageous.
• Adept at using Salesforce or other CRM tools to manage accounts, contacts, and opportunities.
• Outstanding communication skills - written and oral, including strong presentation skills.
• Exceptional time management skills and self-driven.
• Highly developed selling, customer relations, and negotiation skills.
• Ability to penetrate accounts and meet with stakeholders.
• Team player.

Qualifications

• Preferred Education: Master's Degree.
• Experience with acquisition or integration agreements, including understanding of associated incentive plans and regulatory requirements, is beneficial.
• Experience managing and coordinating participation in complex incentive plans, ensuring compliance with regulatory requirements and organizational policies, is a plus.
• Experience working with various stakeholders to drive program execution and resolve issues in a fast-paced environment is desirable.