Job description
The GBS Financial Services ECM Associate Partner will be responsible for the full sales life cycle of all ECM solutions focused around Business Intelligence, ECM, CRM and Customer analytics/ consumer analytics. S/he will be a strong hunter with good solid prospecting and qualifying skills. We are looking for someone who has a solid track record of consistently meeting software product sales quotas over $1M year after year. The successful candidate will be a strong and proven closer who is constantly filling their pipeline and closing new deals regularly. They will have a background selling to C-level executives who head up legal, IT, risk/compliance, marketing, operations and finance departments across banking and insurance sectors.
ESSENTIAL FUNCTIONS:
â?˘ Full sales life cycle of all ECM solutions focused around Business intelligence, ECM, CRM and Customer analytics/ consumer analytics.
The strategic sales process driver for solutions sales based selling activities with IBM Core and Invest Accounts. This person will be an integral part of the ECM sales team identifying Professional Services opportunities with the goal of driving IBM ECM solutions revenue growth (services, software, & hardware). You will have a detailed understanding of IBMâ??s ECM Solutions Portfolio and assessment services. This position requires the ability to analyze current financial services environments, create a compelling business solution, present the findings and propose specific technology recommendations to improve current business processes. The GBS ECM Solution Consultant must possess a high degree of creativity, organizational and process development skills, and have a proven record of accomplishment presenting to Financial Services Senior Management. The ECM Solution Consultant will drive Professional Services revenue growth and initiatives into IBMâ??s Core and Invest Accounts and will act as both a lead sales support resource as well as a sales opportunity leader.
JOB DUTIES AND RESPONSIBILITIES:
- Meets or exceeds assigned revenue and target metric objectives.
- Provide Professional Services focal point and leadership for Core and Invest Accounts.
- Work with the relevant constituents (Client Executive Account Managers, Solution Account Executives, Major Account Executives, etc. ) across IBM Financial Services and with our Premier Partners, where applicable, as part of an account team to drive Professional Services offerings Actively participate in account planning such as Integrated Account Reviews and Review and Plan strategy sessions.
- Provide input and feedback on sales strategy by offering assistance in identifying Professional Services opportunities, technical requirements and issues.
- Generates new advanced solution sales opportunities by taking the lead in organizing customer workshops, vendor shows, symposiums, etc. to promote Professional Services offerings.
- Drives IBMs ECM Solutions portfolio and IBM Assessment Services offerings through analysis of customer business and technology requirements and the development of customized solutions to fit individual customer needs.
- Applies a consultative approach to all contacts with customer C-level leaders and IT groups.
- Teams with Area sales force in sales presentations, demonstrations, proof of concepts, internal trainings, and proposal development related to Professional Services solutions and services.
- Develops Statement of Work as a part of the business/technology solution that relates to capture, document/content management and workflow requirements.
- Proposes and closes complex document capture, electronic document management (EDM) and document workflow projects that impact IBMs core digital output management business.
- Adheres to and complies with the IBM Selling Process (including but not limited to participating in strategy sessions, Integrated Account Reviews, and identifying Professional Services opportunities within a pipeline process. )
Required
- Bachelor's Degree
- At least 5 years experience in enterprise software and consulting solution sales
- At least 4 years experience in selling one of the following: BI software, Enterprise Content Management (ECM) Software, Customer Relationship Management Software (CRM) or other B2C or B2B web-based software
- At least 4 years experience in strong consultative sales
- At least 4 years experience in full sales life cycle including prospecting, qualifying, negotiating, closing and account management and growth.
- At least 3 years experience in meeting / exceeding annual sales quotas over $1M in product sales consistently, year after year
- At least 3 years experience in closing large complex deals that include multiple transactions
- Readiness to travel Up to 4 days a week (home on weekends-based on project requirements)
- English: Fluent
Preferred
- Master's Degree
- At least 7 years experience in enterprise software and consulting solution sales
- At least 5 years experience in selling one of the following: BI software, Enterprise Content Management (ECM) Software, Customer Relationship Management Software (CRM) or other B2C or B2B web-based software
- At least 5 years experience in strong consultative sales
- At least 5 years experience in full sales life cycle including prospecting, qualifying, negotiating, closing and account management and growth.
- At least 5 years experience in meeting / exceeding annual sales quotas over $1M in product sales consistently, year after year
- At least 5 years experience in closing large complex deals that include multiple transactions
Additional information
To be an official applicant to IBM, you must submit a resume and online application. Resumes submitted remain active for six months.
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