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Your Role and Responsibilities
IBM, in support of Acoustic is seeking an Account Director to join our team.
An Account Director at Acoustic is a quota-carrying field sales representative responsible for identifying, assessing, and closing new business within a specific set of assigned accounts. You are expected to drive sales from two sources: leads assigned by the demand gen team and new opportunities identified and sourced directly by the yourself.
An Account Director is the point of contact for a prospective client throughout the sales process and must be comfortable assessing client needs and handling difficult situations that arise while selling complex solutions. You will be supported by a client support team who guides customers through product adoption and implementation, helping clients maximize the value Acoustic products offer.
Ideal candidates for the position must have field sales experience, and preferably have experience selling digital marketing solutions. Success in this position will be measured by annual contract value of sales, multi-year contracts sold, lead creation, and conversion rates.
You will ideally reside in the Southcentral region of the US.
Major Tasks include:
Identifying, assessing, and closing new business opportunities across product lines
Managing a sales pipeline while developing relationships with potential buyers
Educating and leading prospective buyers throughout the purchasing process
Qualifying marketing-generated leads assigned by demand gen team and subsequently developing relationships to close deals with these potential customers
Developing customer relationships throughout client organizations to drive initial sales and encourage long-term customer relationships
Creating and delivering accurate sales forecasts for personal sales funnel
Successfully managing client support teams for mapped accounts
By applying to this role, you agree that data you provide, including personal data, will be shared with IBM and also with Acoustic and any 3rd party involved in the hiring process
Required Technical and Professional Expertise
5+ years of quota carrying field sales experience with a proven track record of success
Experience selling complex enterprise SaaS services, preferably within digital marketing
Experience selling services to the "C-Suite" of clients and guiding clients through the purchasing process
Ability to assess customer business needs and relationships with qualitative and quantitative approaches
Preferred Technical and Professional Expertise
Excellent interpersonal, analytical, written, and presentation skills
Intellectually curious and inquisitive, lean-forward personality
Coachable and collaborative
Strong executive skill and overall business acumen. Keen combination of strategic and operational abilities
Excellent problem solving skills with ability to develop creative solutions to common problems
Utilizes all available resources to identify and apply best practices
Customer-focused with a process-based approach to operational excellence
Have the desire and commitment to do what it takes to be successful in sales
Holds themselves accountable for results. Able to take leadership on tough decisions or with competing priorities
About Business Unit
At IBM Cognitive Applications, we build open applications that unlock the power of data for clients, partners, and developers. Running on top of IBM's unique Hybrid, Multi-cloud and AI infrastructures, these applications work across horizontal domains and bring our technology to life for end users. Cognitive Applications unit includes: Watson Customer Engagement, Watson IoT, Watson Media and Weather, Talent & Collaboration, Digital Growth & Commerce, and IBM Developer teams.
Your Life @ IBM
What 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.
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For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.