Software Sales Representative Jobs in South Africa at IBM

Job Title: Software Sales Representative -Varicent


Job ID S_D-0501714 Job type Full-time Regular
Work country South Africa Posted 10-Jul-2012
Work city Sandton Job area Sales
Travel No travel Job category Sales
Business unit Software Sales Job role Solution Representative
Job role skillset Business Analytics & Optimization
Commissionable/Sales-Incentive jobs only Yes
Job description
IBM Varicent Software delivers the only complete Sales Performance Management (SPM) Solution addressing the needs of the entire corporation. Sales Performance Management, a subset of Corporate Performance Management (CPM) – or Business Performance Management (BPM) – focuses on sales planning, modeling and dashboarding, quota and territory management, sales commission and incentive calculations, and sales analytics. IBM Varicent’s flagship product, IBM Varicent SPM, helps companies better manage, measure and understand the economic impact of their variable compensation programs. IBM Varicent forms part of the IBM Business Analytics Brand within the Software Group portfolio.

Responsibilities:

• Identify and qualify new accounts, opportunities and leads
• Aggressively create solution awareness within the market
• Build pipeline
• Develop and manage the creation of client-facing documents including proposals, presentations and RFP responses
• Positioning of value proposition from an enterprise perspective
• Maintain ongoing relationship with new clients and expand footprint over time
• Consistently and accurately utilizing SalesForce.com to reflect progress in accounts, pipeline and forecast
• Develop and maintain executive “CxO” level customer relationships
• Conduct sales presentations in person and via web conferencing
• Manage partner sales relationships and joint sales activities
• Collaborate with other sales and practice managers within company on potential cross-practice opportunities
• Cooperate with Marketing to define and implement creative marketing campaigns and programs that result in qualified sales leads and growth of our opportunity pipeline
• Represent the company in business-level negotiations and work with the sales management and the corporate counsel to win favourable terms
• Manage and achieve quarterly and annual sales quotas
• Forecast revenues
• Maintain an in-depth understanding of the market (reading white papers, competitor and partner literature, web research, partner training, etc.)

Required

Bachelor's Degree
At least 3 years experience in selling enterprise application software solutions to all markets
At least 3 years experience in Senior executive level contract negotiations skills and experience
At least 3 years experience in Ability to work with presales and professional services team to provide solutions to customers/prospects
At least 3 years experience in Ability to prioritize and manage multiple deals/commercial negotiations simultaneously
English: Fluent



Preferred

At least 5 years experience in selling enterprise application software solutions to all markets
At least 5 years experience in Senior executive level contract negotiations skills and experience
At least 5 years experience in Ability to work with presales and professional services team to provide solutions to customers/prospects
At least 5 years experience in Ability to prioritize and manage multiple deals/commercial negotiations simultaneously


Additional information
Demonstrable and successful experience in the Sales Performance Management & Analytics Solutions market.
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.


To Apply:

http://www-05.ibm.com/employment/za/

Deadline: 24th July 2012