Account Executive

Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your role and responsibilities
· Works to achieve maximum sales profitability, growth, and account penetration within the assigned territory. Territory may be a combination of geographic, product, industry, and other customers/market dimensions.
· Sells to the territory directly or via partners.
· Manages accounts throughout the entire sales process, and collaborates with team members in business development, customer success, and support to uncover all customer needs.
· Responsible for understanding product offerings and competitive issues to develop solution proposals encompassing all aspects of the sale.
· Travels to customer sites to identify/develop sales opportunities when required.
· Participate in the development, presentation, and sales of a value proposition.
· Onsite customer presentation with C-levels (as required) to negotiate and close strategic and complex deals.
· Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and maximizing sales.
Comfortable negotiating SaaS/cloud/software contracts.
Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
·       7-10 years’ experience growing pipelines and selling enterprise IT solutions.
·       Experience progressing deals through the sales process to close
·       Consistent track record of success and history of quota attainment in consultative sales environments
·       Knowledge of Open Source, Big Data, Cloud, Systems Infrastructure, Enterprise Application Integration, Database and/or Data warehouse concepts and products are advantageous.
·       Adept at using Salesforce or other CRM tools to manage accounts, contacts, and opportunities throughout the sales process
·       Outstanding communication skills - written and oral including strong presentation skills
·       Exceptional time management skills
·       High integrity and self-driven
·       Highly developed selling, customer relations, and negotiation skills. Ability to penetrate accounts and meet with stakeholders within accounts
·       Team player
·       Open to Travel to customer locations as needed (when restrictions due to Covid are lifted)

• Preferred technical and professional experience
• Acquisition or Integration Knowledge: Experience with acquisition or integration agreements, including understanding of associated incentive plans and regulatory requirements, is beneficial for success in this role.
• Complex Incentive Plan Management: Experience managing and coordinating participation in complex incentive plans, ensuring compliance with regulatory requirements and organizational policies, is a plus.
• Cross-Functional Collaboration: Experience working with various stakeholders to drive program execution and resolve issues in a fast-paced environment is desirable.
  Years of Experience:8 - 14

ABOUT BUSINESS UNIT:

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM’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 500 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.
IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS:

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Account Executive
Job ID
114753
City / Township / Village
Bangalore
State / Province
Karnataka
Country
India
Work arrangement
Hybrid
Area of work
Sales
Employment type
Regular
Position type
Professional
Travel required
Some travel may be required based on business demand
Company
(0063) IBM India Private Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
Yes
Application Info
Be aware: Recruitment Scams
Privacy statement
Learn more about IBM
English
Contact IBM
Privacy
Terms of use
Accessibility