The Kenexa Workforce Sciences Sales Rep is responsible for selling solutions to new and/or current customers in an assigned geographic area to achieve/exceed assigned revenue objectives. Establish face-to-face contact and provide sales presentations to existing/prospective customers to determine solution needs. Provide follow-up with customers to ensure customer satisfaction with solutions. Maintain sales records and prepares sales reports as required. Provide feedback through wins/losses, forecasts/pipeline, references and company's account management system. Achieves sales metrics. Perform qualification, discovery and needs assessment, positioning.
Key Responsibilities:
Achieve/exceed bookings objectives in your assigned territory
Accurately forecast and communicate monthly, quarterly, and annual bookings
Develop comprehensive sales plans and strategies to achieve revenue targets
Develop a comprehensive understanding of the competitive landscape
Generate leads to include direct mail, seminars, networking with third party business partners, cold call from lead lists, regular follow-up from existing customer database, ability to extract lead lists independently (newspapers, literature, web sites); requires creativity
In-depth presentations of IBM-Kenexa solutions in person and on-line
Cultivate relationships with IBM-Kenexa third party partner
Maintain a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
Key Attributes:
Solid Business Acumen/Ability to position solution ROI
Ability to build consistent new revenue pipeline
Self Starter
Commitment to stay current with industry/sector trends
Ability to articulate, define and execute creative strategies to grow the Kenexa business and reach new markets
Ability to interface within a multi-brand sales organization
Executive level sales
Required
- At least 2 years experience in human capital management business development successfully selling to C-level business executives
- Readiness to travel 25% travel annually
- English: Fluent
Preferred
- Bachelor's Degree
- At least 3 years experience in Human Capital Management
- At least 3 years experience in managing complex sales processes with a mix of transactional and strategic opportunities
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.
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