Sales Specialist- State, Local Gov, Higher Ed Accounts

Company: IBM
Location: Somerville
Posted on: June 16, 2022

Job Description:

IntroductionFounded in 2015 and acquired by IBM in 2020, the Instana team is rapidly growing with over 200 team members distributed globally. As the leading provider of Application Performance Monitoring solutions for containerized microservice applications, Instana applies automation and artificial intelligence to deliver the visibility needed to effectively manage the performance of today's dynamic applications across the DevOps lifecycle. Founded by Application Monitoring veterans, Instana provides true AI-powered APM to help organizations deliver high performance applications today and in the future. Visit us at https://instana.com to learn more.Your Role and ResponsibilitiesInstana, an IBM Company is looking for a Sales Specialist to join our State, Local Government and Higher Education (SLED) Accounts team. We are looking for a candidate with experience in driving value-based software sales cycles with clients within this sector. The ideal candidate will have a proven track record in this space building a strong pipeline and driving new customer acquisitions. They have been trained in MEDDIC or similar sales processes to drive consistent results. This person will have the ability to Identify and build customer champions. Additionally, they will have deep expertise in DevOps, APM and Observability, with a focus on helping companies achieve positive business outcomes.Key Duties and ResponsibilitiesArticulate the value proposition of our software solution to both businesses and technical audiences, primarily within the federal sector.Execute and close strategic sales cycles.Manage a value-based sales process to drive consistent revenue growth.Forecast business accurately.Research and profile key account as well as build out contacts in SFDCCreate outbound campaigns and cadences to build consistent pipelineMeet weekly, monthly and quarterly activity and pipeline goalsRequired Technical and Professional Expertise3+ years experience calling on accounts within the State, Local Government, Higher Education spaceDeep understanding on how SLED accounts work with software vendors, RFP's contract vehicles and the award processRelationship with key partners that focus on SLED Accounts.Demonstrated experience in SaaS or related direct application/platform salesProven track record in meeting or exceeding monthly, quarterly and annual quotasSuperior communication and negotiation skills to land new business and expandexisting accountsAn ability to thrive working in a fast-paced team environment and driving new customer acquisitionHave experience with SFDC, and software business tools, outreach, zoom, etc...Preferred Technical and Professional Expertise5+ years experience calling on SLED accounts.Familiarity with Observability, APM, Devops, Cloud and the SaaS industryAbout Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.It's time to define your career.About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to: -12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19. -World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals. -Well-being programs to support mental and physical health. -Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.). -Select educational reimbursement opportunities. -Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe. -Giving and volunteer programs to benefit charitable organizations and local communities. -Discounts on retail products, services, and experiences.This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. We consider qualified applicants with criminal histories, consistent with applicable law.Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.Key Job DetailsCategory: SalesRequired Education: Bachelor's DegreePosition Type: ProfessionalEmployment Type: Full-TimeContract Type: RegularCompany: (0147) International Business Machines CorporationTravel Required: Up to 40% or 2 days a week (home on weekends- based on project requirements)

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