Introduction :
The IBM Engineering Solutions Specialty Sales Representative role will be assigned to a sales territory in ASEAN with customers mainly across financial service providers and responsible to sell IBMs Engineering software Solutions in the context of “application lifecycle management”, “Agile software development” or “DevOps” to clients with large inhouse R&D. For a subset of target customers within the Automotive and Aerspace & Defence industries, the seller would need to extend the solution domain focus to “Systems Engineering” and “Model Based Systems Engineering” wherefore the very same set of products and solutions would be pitched in a more regulated and systems engineering minded focus to address the problems of the specific industry around process compliance and governance.
Further details on IBM Engineering Solutions are online - (https://www.ibm.com/products/engineering-lifecycle-management)
Your Role and Responsibilities :
The Specialty Sales Rep is responsible to create and maintain strong, trusted client relationships across the customers Research & Development, Engineering and possibly IT department. This Sales role will additionally define the regional Go-To-Market for IBM Engineering Lifecycle Management and execute it together with Sales peers in each country as well as directly with a set of IBM Business Partners focusing on these solutions. The role is expected to work closely with the identified set of focus and emerging business partners per country to build for each such partners a dedicated go-to-market plan including target accounts, sales plays and joint marketing activities. In most of the countries in ASEAN the sales will only be done with IBM Business Partners wherefore the Sales Rep is required to be co-selling with the Business Partner from early stages of the opportunity process.
The candidate should have a strong theoretical and practical experience of Systems & Software Engineering including the following specific disciplines from a process and tooling support:
- Requirements Management
- Software Development processes (iterative, agile , waterfall / v-model)
- Software configuration & change management including source code management
- Software Build management (continuous build , continuous delivery)
- DevOps
- Test Management and execution (Test planning , manual test execution , regression / performance testing , variants of test activities)
- Project planning, tracking and progress reporting (Agile / waterfall)
The role will be reporting to the IBM ASEAN Sustainability Software Sales Manager and have additionally a dotted line to the regional APAC Sales Leader for the Engineering solutions. The seller will have a dedicated technical sales peer in ASEAN who will be teaming on all opportunities with the seller and be responsible for the overall technical solution as well as technical demonstrations and presentations.
Required Professional and Technical Expertise :
- 5+ Years direct, face to face selling experience for enterprise software, preferably in the Software or Systems engineering tools domain such as CAD / PLM / ALM or DevOps
- Expertise in building and going to market with technology partner sales offerings that drive strong, two-way, revenue generating collaborations.
- A proven, successful history of co-selling with partners in front of their clients.
- Demonstrable success of communication and personal relationship development at all levels across colleagues, partners and clients.
- Knowledge of opensource and major tool vendors across the ALM tool stack
- Demonstrated level of business acumen as it applies to the client's business and an ability to articulate business value to different target audiences (Developer, R&D Director, CIO, CxOs)
- Demonstrated ability to manage forecast and proven track record of surpassing quota
- Skilled in consultative selling, with an understanding of the client's needs and IBM’s Engineering (software) solution (for ALM and DevOps)
Preferred Professional and Technical Expertise :
- Deep understanding of the Software development process and related disciplines.
- Extensive networking and interpersonal skills in complex environments
