IBM Watson Customer Engagement SaaS Software Sales - Communications/CSI in Raleigh, North Carolina

Job Description

IBM seeks an experienced ‘New Account’ SaaS seller with strong sales experience, a background in Communications/CSI (Telecom/E&U/Media & Entertainment) industries and a technology skillset in Marketing and Commerce software solutions. In this role the seller would manage a ‘New Account’ territory. Seller would have full accountability for opportunity identification, progression, and closure of SaaS ‘New Logo’ clients in assigned territory. Seller will also receive credit for any upsell at these clients within the same Plan period.

Job Responsibilities:

  • Exceed quarterly revenue targets

  • Design and execute strategies for creating and progressing pipeline to meet revenue targets

  • Grow market share in IBM's Communications/CSI market (Telecom/E&U/Media & Entertainment)

  • Use insight and consultative-selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to IBM Watson Customer Engagement's differentiated capabilities

  • Work independently and collaboratively with other IBM sellers, strategize for solving deal-level challenges


  • Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex customer challenges

  • Collaboration —Relentless drive to work with large, complex sales organizations to help create vision, enthuse clients and client teams and support deal closure with an eye toward helping clients achieve business outcomes benefit realization for clients, and closed business for IBM. Is independent and self-directed, and takes initiative with minimal direction or supervision, while comfortable in a collaborative environment

  • Influence—Uses rational and emotional drivers that appeal to customers to frame decision criteria and negotiation conversations in IBM's favor

  • Executive Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills

  • Fearless - risks disapproval to express a differentiated POV about what is right for our clients & their shareholders

  • Time management - Qualifies time to ensure activity drives outcomes. For active pursuits, clearly understands a deals drivers and the steps to closure

  • Networking—identifies the right customer, partner, and IBM stakeholders and builds connections to drive consensus.

  • Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic time frame


  • Effective listener and communicator; ability to mentor and coach individuals at various stages of development

  • Ability to understand business problems and provide guidance to the team on strategies which will produce winning solutions in the Communications / CSI Market

  • Ability to build and maintain relationships with all levels across the organization

  • Apply an understanding of the Communications Market, industry trends, KPIs, financial measurements, key industry players and competitors to deliver solutions that address client needs

  • Ability to work in complex, matrix managed organizational environment

  • Professional verbal and written (email) and presentation skills

Required Technical and Professional Expertise

  • At least 3 years’ experience selling Marketing/Commerce solutions

  • At least 2 years’ experience selling SaaS-based solutions

  • At least 1 year selling into the Communications Sector

Preferred Tech and Prof Experience

  • At least 3 years’ experience with IBM commerce solutions

  • At least 3 years’ experience in SaaS Enterprise Sales; identifying, pursing and closing SaaS offerings and solutions

EO Statement

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.