At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.
**Your Role and Responsibilities**
**Location** : **Ideally you will reside in a major** **metro in the Western U.S.**
It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s AI understands, reasons and learns – helping to translate information into knowledge that can help drive more informed decision-making. With AI, we can see and analyze more data than ever before – and achieve more than we ever thought possible.
IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare.
This position will lead, sell and promote all of the solutions within the Watson Health Imaging portfolio, including Radiology PACS, Vendor Neutral Archive, Cardiology PACS, Hemodynamics, Universal Viewer and AI product lines with major health systems in the Western United States. The Enterprise Solution Specialist will work with cross-IBM teams to define and sell high value solutions that combine Watson Health Imaging solutions, IBM consulting services, IBM cloud services and infrastructure to solve client challenges. The individual selected for this exciting role will sell the value of an end to end services solution at the C-Level and to departmental stakeholders.
This hunter position must meet or exceed a determined sales quota for sales to named accounts. This position will be responsible for identification, contractual negotiation and management of the sales process.
This position will develop and execute plans according to company policy, which will include strategic and tactical sales planning along with identifying, qualifying, and presenting product capabilities.
**Essential Job Duties**
+ Utilize a pro-active strategic sales approach encompassing all phases of the sales cycle, such as:
+ Opportunity qualification through detailed dialogue with prospective customers
+ With (PSC) Pre-Sales Consultant support, technically validate potential opportunities for viability.
+ Develop a strategy and specific tactics for penetrating net-new enterprise accounts
+ Technically present our capabilities via WebEx, on site demonstrations and site visit support.
+ Manage sales cycle through contract execution and drive deal reviews to ensure cross-functional support of client engagement approach and proposed solution.
+ Working with a cross-IBM team to create a repeatable and successful approach to selling to the major accounts
+ Negotiate business terms at a deep level and manage the process with legal, compliance and operations.
+ Perform all work in Salesforce.com and track sales cycle frequently in SFDC
+ Pursues a program of self-development through the use of selected reading, seminars, and participation in continuing education.
+ Meet or exceed all assigned quotas for sales, related applications and components.
+ Travel through assigned territory to call on regular and prospective customers to promote imaging product line, and solicit orders
+ Able to reach a consultative level of sell with the customer.
+ Quote prices and credit terms, generates proposals, and prepares sales contracts for orders obtained.
**Required Technical and Professional Expertise**
+ 10+ years of experience hunting and selling IT into large health systems with proven success.
+ 5+ years’ selling Cardiology and/or Radiology IT solutions to providers.
+ Demonstrated experience in developing, executing and scaling territory sales strategies.
+ Demonstrated experience negotiating and managing complex Master Agreements.
+ Experience with Salesforce.com
+ Deep understanding of financial concepts and principles
+ Experience with complex clinical systems, managing multiple prospective clients through a long sales cycle.
+ Proven competencies in designing and implementing enterprise sales strategies
+ Recent track record of hitting and overachieving quota.
+ Radiology workflow knowledge is essential
+ A valid driver’s license and safe driving record is required.
**Preferred Technical and Professional Expertise**
+ Working knowledge of the latest advancements in big data and analytics
+ Proven experience selling managed services and cloud services
+ Working knowledge of Microsoft Excel, PowerPoint, and Word
+ Experience selling complex solutions in the C-Suite.
**About Business Unit**
IBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the world’s most pressing health challenges through data and artificial intelligence insights.
**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.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
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.