Business Intel./Performance Mgmt. Digital Account Manager - Industrial
October 24, 2016
Position Type:
Full Time
Business Development, Customer Service, Sales
IBM is looking for driven, highly motivated, and collaborative professionals to become a foundational part of the Analytics team, joining our Digital Sales organization as an Business Intelligence/Performance Management Digital Account Manager.

The Digital Account Manager will act as an integral part of our inside sales team, reporting to a First Line Manager and Business Unit Executive. This role is responsible for driving sales into a distinct Commercial territory in the Industrial Market which they own. Therefore, the TOR must demonstrate an understanding of the prospect's business, organization, pain points, and compelling reasons to act, and translate the IBM Analytics Portfolio into a solution. The ideal candidate must work collaboratively with other internal sales teams, while being able to create, articulate, and sell the IBM vision and value proposition. 

About IBM Analytics

As businesses enter the cognitive era, data and analytics will continue to be essential tools. Organizations must apply the latest advances in data science and the entire spectrum of analytics to derive unexpected insights and competitive advantage.

IBM Analytics offers a complete portfolio of big data and analytics solutions to fuel our clients' cognitive business. Our solutions enable organizations to engage with data to answer the toughest business questions, uncover patterns and pursue breakthrough ideas.


This Analytics Portfolio TOR role is at the very heart of that data and analytics movement. This role is for a skilled sales professional specializing in the Business Intelligence/Performance Management offerings:
  • Cognos Analytics
  • Watson Analytics
  • IBM Advanced Performance Management
The primary responsibilities of the TOR are to identify, nurture, progress and close Analytics opportunities for these product lines.
The successful TOR will be expected to:
  • Manage complete sales cycles from beginning to end including validation, quoting, negotiating, closing and booking of business Drive Net New Revenue of the Analytics offerings.
  • Conduct outbound prospecting to open doors to discuss a prospect's business environment, identify their business priorities and determine if the Information Management portfolio is an appropriate solution.
  • Identify and capture customer's/prospect's requirements, explore their business/technology needs and how IBM's solution can address those needs.
  • Nurture responses through the selling stages from noticed / identified to closed; maintain a relationship with customers/prospects throughout the buyer's journey
  • Provide feedback to Product Offering and Marketing teams on the success and/or gaps in offerings/tactics/campaigns to help increase effectiveness and conversion
  • Participate in Digital Sales cadences and territory planning sessions
  • Attend training and education related to selling skills, software products/solutions/offerings and campaign/tactic enablement.
  • Provide highest level of customer support and service

Key Attributes
  • Ability to engage new and established clients in a value-add business conversation
  • Strong interpersonal, verbal, organizational, communication, and presentation skills
  • Discipline
  • Attention to detail
  • High energy and a \"can do\" attitude
  • Digitally and socially savvy; comfortable using social tools -- LinkedIn, Twitter, Skype, Live Chat
  • Excellent negotiation skills, and focus on ensuring client satisfaction
  • Technical aptitude with ability to understand technology and succinctly communicate value
A little about us:
IBM is the world’s largest information technology company with more than 360,000 employees serving clients in 170 countries.

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