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.

IBMs Software business is committed to bringing the power of our Data and AI technologies to life for our clients and ecosystem partners around the world. At IBM, we provide our clients with the most comprehensive and innovative approach to harnessing the power of data and accelerating its application into enterprise AI workloads. Our software platforms help organizations develop applications once and deploy them anywhere by utilizing Red Hat’s Open-Source foundations. IBM is at the beginning of an exciting transformation that puts Data & AI software at the forefront of the company, we are eager to work with those who want to accelerate their own personal growth while being a part of that transformation. IBM is committed to being the #1 enterprise AI and Hybrid Cloud software company in the world, we look forward to having you lead us along the way.

Your Role and Responsibilities

IBM is looking for an Automation Sales Specialist who will be responsible for taking the Automation Cloud Paks to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.

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

You will be responsible for:

• Achieving quarterly sales targets by working with the America’s executive sales team

• Business development activities that build & develop pipeline on a four-quarter rolling basis across your territory

• Customer enablement to evangelize IBM’s Data & AI offerings within their organization

• Becoming a trusted advisor to our clients by helping them understand the value of Cloud Pak for Data and why modernizing to a hybrid cloud model supports a long-term business strategy.

• Developing and executing GTM sales strategies that captures market share from competitors and accelerates growth in green fields.

Required Technical and Professional Expertise

• Strong ability to set goals and targets with organization and self-management to achieve within quarterly timelines.

• Performance driven - Ability to own your own growth strategies and understanding that pipeline generation is fundamental to your success.

• Ability to lead and collaborate with several teams within IBM and partners both internally and externally.

• 1-3+ years of direct, face to face customer sales experience.

• 1-3+ years selling cloud software or SaaS solutions a plus

• Strong written, verbal, and presentation skills.

• 1-3+ years selling IT Automation and/or Business Automation software solutions

• Experience selling IT solutions into one of the following industries: Distribution, Industrial, Manufacturing, Communications, Travel & Transportation or CPG Retail.

• Ideal candidates should have a passion for cloud technologies, solving customer problems, and winning every time

• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.

• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.

• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.

• You are demonstrating a true “value based” sales approach and have experience explaining complex ROI models to C level customers.

• You’re a pipeline generation master, expert in driving direct sales from first touch to close.

• You’re an entrepreneur - who likes to run a business and know that owning your own pipeline generation is fundamental to your success.

• Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise

• Strong understanding of the following verticals: IT Operations, DevOps, Application Monitoring, Enterprise Integration, Business Process Management, Decision Management, ECM, and RPA.

• Bachelor’s Degree in Sciences or Computer Engineering related fields.

About Business Unit

IBMs Software business is committed to bringing the power of our Data and AI technologies to life for our clients and ecosystem partners around the world. At IBM, we provide our clients with the most comprehensive and innovative approach to harnessing the power of data and accelerating its application into enterprise AI workloads. Our software platforms help organizations develop applications once and deploy them anywhere by utilizing Red Hat’s Open Source foundations. IBM is at the beginning of an exciting transformation that puts Data & AI software at the forefront of the company, we are eager to work with those who want to accelerate their own personal growth while being a part of that transformation. IBM is committed to being the #1 enterprise AI and Hybrid Cloud software company in the world, we look forward to having you lead us along the way.

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.