Friday, November 1, 2013

Solution Representative - Brand Specialist

The Global Sales Team is crucial to the growth and continued success of IBM's Risk and Collateral Management group and its global market position. As a key member of the North American Sales team, you are responsible for developing and executing on a sales plan for a specified region in North America. This position is for an individual either based in a major city on the United States East coast.

Key responsibilities include:

Identify prospects, source new leads and qualify opportunities within an assigned territory and named accounts

Establishment of contact with appropriate prospect executives in qualified opportunities

Build professional relationships with prospects and grow existing accounts with respect to both license and consulting opportunities

Develop account strategy for winning and growing business, for targeted accounts, in conjunction with regional PS organization, presales and designated Algo executives

Work effectively with partner community to strategize and win business in targeted accounts

Qualify and manage response to RFI's and RFP's

Coordination of the effective use of resources (Professional Services and Executive staff) as part of the sales process

Negotiation of business terms for licensing of software or the contracting of consulting resources

Ensure and maintain customer satisfaction with clients by being a conduit of information and resources between Algo and Clients

Work effectively with colleagues in other regions in order to maximize the opportunity for Algorithmics in winning and closing global opportunities

Ability to prepare and edit verbal and written communications, reports, presentations and budgets

Strong problem solving, interpersonal, verbal and written communication skills

Proven ability to accurately forecast revenue and manage closure of business to established timeframes

Strong knowledge of risk management and the derivatives marketplace an asset



Post Secondary Education preferably in finance/computer science or business related degrees

Competencies and Skills

Experience with complex enterprise sales process to financial institutions

Experience with License and ASP selling models

Relationship-building at the VP and above level in both line of business and IT areas

Background in Finance or Risk Management preferred

Strong network of business contacts in both financial services and partner related firms

Good customer contacts

Excellent communication and presentation skills

Willingness to travel

Work Experience

Proven track record in consistently meeting/exceeding sales quotas with a Software applications company selling into the tier one marketplace

5+ years of direct sales experience in Finance or Financial Software company


  • High School Diploma/GED

  • At least 1 year experience in field sales

  • Readiness to travel 10% travel annually

  • English: Fluent


  • Bachelor's Degree

  • At least 3 years experience in field sales

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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