New Accounts Rep (NAR)

Job description

Job Description: Experienced ‘New Account' seller with strong SaaS, industry and domain skills in
[the given solution segment.] In this job the seller would manage a ‘New Account' territory that excludes
existing Installed accounts with SaaS deployments from the same offering family. Seller would have full
accountability for opportunity identification, progression, and closure of SaaS ‘New Logo' clients. Seller
will also receive credit for any upsell these clients within the same Plan period.

Measures of success:
§Exceed New Logo Bookings (NLB) objectives by OI, Validating and driving SaaS New Logo's pipeline to closure
§Client Satisfaction – onboarding plans are well conceived and well executed
●Responsibilities include:
§Develop, Own and maintain the Executive client relationship, acting as an advocate and trusted resource, proactively mobilizing IBM resources (Services, Support, Sales, Product Mgmt. etc.. ) on behalf of the client; and creating a streamlined IBM client experience
§Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients' business goals and pressures
§Demonstrate products, features and functions as a means to developing and progressing opportunities
§Drive focused education and activity for IBM SaaS offerings in competitive accounts with a focus on ‘winbacks' or FIE wins.
§Handle the commercial aspects of the relationship such as contract negotiations with clients, working closely with the sales management, finance, and pricing where necessary
§Ensure clients have access to the right success Activities; onboarding programs, training, CSMs, services, support etc
§Anticipate factors that could impede customer satisfaction and work to remove roadblocks to client success
§Demonstrate effective use of heat maps, sales plays and unique offerings as a way to increase pipeline and drive new logo sales
§Maintain sales hygiene with accurate and timely forecasting for your book of business, leverage IBM Exec sponsors etc…
●
Auto req ID

165853BR
Required Education

Bachelor's Degree
Role ( Job Role )

Solution Representative-Brand Specialist (SW)
State / Province

SAO PAULO
Primary job category

Sales
Company

(0022) IBM Brasil-Industria, Maquinas e Servicos Limitada
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 25% or 2 days a week (home on weekends- based on project requirements)
IBM Business Group

GLMKT
Preferred Education

Bachelor's Degree
City / Township / Village

SAO PAULO
EO Statement

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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Required Technical and Professional Expertise

Required
§Experience in SaaS Sales
§Demonstrable Competitive or New Account Sales skills

Country/Region

Brazil
Preferred Technical and Professional Experience

n/a
Secondary Job Category

Solution Sales
Eligibility Requirements

none
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire