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.

Your Role and Responsibilities

PREFERENCE TO HIRE IN ONE OF THE FOLLOWING CITIES WITH FLEXIBILITY TO RESIDE IN REASONABLE COMMUTABLE DISTANCE: SAN DIEGO CA, SAN FRANCISCO CA, SANTA CLARA CA, LOS ANGELES CA, SAN JOSE CA.

As an IBM Automation Portfolio Sales Representative, you will lead selling efforts for a set of Named/ Major Accounts in California. Your responsibilities include prospecting, qualifying, selling, and closing new business to existing and new clients in your territory. The Business Automation Portfolio Sales Representative brings competencies and value propositions to their clients and uses all the organization to solve client problems with appropriate automation solutions.

What you’ll do:

1. Account and Client Relationship Management, Sales and Software License and SaaS Subscription Revenue.

2. Annual Target Revenue and Signings - Meet or exceed quarterly and annual revenue and signings targets with an emphasis on pricing greater than your competition due to greater value for your clients.

3. Sales strategies- Align IBM Automation solutions with the client’s strategic objectives - Develops account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients.

4. Trusted advisor - Establishes strong management and CXX relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

5. Client Activities - Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.

6. Territory and Account Leadership - Develop a pipeline of viable opportunities that exceeds quota and keep informed on every prospect in your territory.

7. Business Planning – Develop cooperative closing strategy and tactics with sales management.

8. Build and share best practice sales and negotiation skills, sell value, and up sell and cross sell to client base.

9. Maintain CRM system with accurate client and pipeline information

Required Technical and Professional Expertise

• Business development, sales and/or consultant experience.

• Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership and IBM's sales leadership.

• Excellent interpersonal and communication (oral and written) skills at all levels of an organization.

• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.

• Ability to build and maintain positive business relationships with peers and clients.

Preferred Technical and Professional Expertise

• Experience with any of the following: Content Services, Document Processing, Decision Management, Workflow Automation, RPA and Digital Labor and Process Mining.

• Knowledge of market to connect market trends to the IBM Automation portfolio to position compelling transformational solutions to clients.

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

Location Statement

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

• World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

• Well-being programs to support mental and physical health.

• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

• Select educational reimbursement opportunities.

• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

• Giving and volunteer programs to benefit charitable organizations and local communities.

• Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBM

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

IBM’s greatest invention is the IBMer. 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.

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.