.IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges.Your Role and ResponsibilitiesThe Enterprise Account Executive is responsible for managing relationships with and selling IBM's entire Application and Data Integration products into the Spanish Speaking Latin America region. This person will act as a strategic advisor for his/her customers and prospects and use consultative and value-based selling techniques to develop and maintain relationships with C-level people within her/his account to support delivering customer-desired outcomes.The Enterprise Account Executive effectively coordinates activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with her/his customer.Responsible for selling the Application and Data Integration portfolio in the territory.Achieve/exceed quarterly and yearly revenue targets using approved StreamSets & Webmethods business planning, account management, opportunity management, and monitoring processes tools.Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling collaboration solutions.Accurately forecast and report on opportunities within the assigned territory.Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition.Work with the ecosystem to increase visibility and propensity to win new logos and grow existing customers. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators.Required Technical and Professional Expertise6+ years of experience selling with middleware technologies, cloud architecture, integration platforms.Experience selling software-based solutions, specifically into targeted new name accounts with large deal sizes.Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.Experience developing and presenting clear and concise sales briefings/meetings.Ability to understand customers' business, needs, challenges, and expectations
