MRO IO Industry Leader

IBM MRO IO is experiencing an exciting period of growth to accomplish its mission of becoming a leading SaaS-based asset performance management software company. To build on its current success, IBM MRO IO is seeking an accomplished business development and sales professional based in North America who is highly motivated and driven to succeed in the exciting and rapidly growing area of material, equipment and asset optimization for asset-intensive industries. This role will report to MRO IO Global Sales Leader.
Your Role and Responsibilities
Key Responsibilities and Accountabilities:
  • Research, prepare and execute a sales plan focused on delivering new and extension revenue
  • Work with IBM GBS account leaders to expand their target accounts and help build lasting relationships with in the accounts that show the IBM value.
  • Build strong business cases to justify MRO IO project that will help fund bigger IBM projects that have longer ROI.
  • Work with Ai Apps teams to build their pipeline and sell MRO IO.
  • Support global enablement and regional expansion with in the IBM organization.
  • Generate new sales by capitalizing on marketing generated leads targeting potential clients.
  • Maintain and develop key client relationships in collaboration with a pre-sales specialist and marketing support, which will assist in generating new leads and provide pre-sales support
  • Create (by cold calling) new sales opportunities, and follow-up qualified prospects to arrange sales meetings.
  • Present and demonstrate IBM MRO IO solutions at sales meetings, seminars, tradeshows and other events.
  • Progress prospects through a defined sales process towards an eventual sale.
  • Prepare and negotiate commercial proposals.
  • Manage the handover of new customers to Professional Services team for the implementation project
  • Provide market feedback to the sales, marketing, solutions delivery and solutions development teams.
  • Actively participate in developing sales and marketing messages, materials and techniques.

Experience and background:
  • Experience in selling enterprise software, preferably in Enterprise Asset Management or related field
  • Experience in selling Software as a Service, or Cloud based solutions
  • Knowledge of equipment maintenance and/or supply chain best practices
  • An understanding and knowledge of selling into popular ERP and EAM environments
  • Prior experience in mining, oil & gas, utilities or process industries
  • Proven track record in developing new business, selling business value, professional services and software solutions to Executive levels – COO, CIO, CFO, Supply Chain leaders and functional practitioners
  • Strong contacts in relevant industries
  • The ability to open doors to new sales opportunities
  • Experience developing and nurturing high-level prospect and client relationships
  • Ability to build a substantial sales pipeline and deliver to sales quota targets and KPIs
  • Successful track record in selling business software and services
  • Effective relationship building skills through effective communication and interpersonal skills
  • Be self-reliant and a self-starter, and work collaboratively with Global Sales, Customer Success and Operations teams
  • Deep knowledge of the use of HubSpot or similar CRM software

Required Technical and Professional Expertise
  • Demonstrable skills in consultative sales development style
  • Leader with excellent communication and presentation skills, integrity and impeccable professionalism
  • Enthusiasm for travel
  • Organized and methodical approach to work

Preferred Technical and Professional Expertise
  • Demonstrable skills in consultative sales development style
  • Leader with excellent communication and presentation skills, integrity and impeccable professionalism
  • Enthusiasm for travel
  • Organized and methodical approach to work

About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
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.