Sales Specialist - Federal Accounts
Company: IBM
Location: Somerville
Posted on: June 16, 2022
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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 Federal Accounts team. We are looking for a
candidate with experience in driving value-based software sales
cycles with clients within the public 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
Responsibilities--- Articulate 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
SFDC--- Create outbound campaigns and cadences to build consistent
pipeline--- Meet weekly, monthly and quarterly activity and
pipeline goalsRequired Technical and Professional Expertise3+ years
experience calling on Federal accountsDeep understanding on how
Federal accounts work with software vendors, RFP's contract
vehicles and the award processRelationship with key partners that
focus on Federal 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 Federal accountsFamiliarity witj
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)
Keywords: IBM, Somerville , Sales Specialist - Federal Accounts, Sales , Somerville, Massachusetts
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