Strategic Account Executive - IBM Hybrid Cloud

We are looking for an energetic and dependable individual to grow our Managed IBM Power solutions designed for Hybrid Cloud, Globally.

The candidate must have a strong background selling Cloud hosting solutions and managed services. The right individual will have experience working large transactions, as well as working with C level prospects in the Fortune 1000 and mid-market space. This ideal person specializes in acquiring customers throughout bounding opportunities, generates and owns opportunities through the full sales cycle from lead to close.

Responsibilities:

• Primary Goal is generating new logos for the company
• Build and own simplified account plans for distributed accounts
• Build and own integrated portfolio plan to prioritize activities targeted at named prospects
• Lead sales process for all Connectria solutions
• Meet virtually with qualified leads to better understand customer needs and provide proposals
• Lead efforts to create proposal for solution to prove value add
• Leads the negotiation, closure, and documentation of customer contracts and renewals (for customers with growth potential)
• Collaborate with prospective customers to select the best solution to meet their needs out of the full product portfolio
• Generate customer TCO with technical and business value proposition
• Work with customers to identify prospects for sales growth and new business
• Other responsibilities as assigned

Requirements:

• 5-10 years of successful sales experience selling hosting and managed services
• Experience selling IBM i-series, AIX, AS400 systems in a services model and both technically and commercially
• Knowledge of the IBM I and AIX ecosystem, inclusive of VAR/channel partners, communities, and events
• Background in selling Cloud Managed Services
• Currently integrated in IBM Power community
• Knowledge of Challenger Sales Model or MEDDICC (MEDDPICC) Sales methodologies
• Strong communication skills
• Strong presentation skills
• Skilled at creating and delivering complex proposals to C level prospects
• Proven track record in prospecting and creating new opportunities
• Have a consistent history of meeting or exceeding yearly plans/quotas
• Strong Desktop, MS products, Salesforce, Knowledge
• Be fun, energetic, and easy to work with