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Friday 10th February 2012

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Sales Lead - "Initiate" Product

IBM recently acquired Initiate Systems as part of its strategy to drive further business in the Healthcare sector. Initiate Systems’ provides offerings that enable a complete, real-time views of patients, providers & members across the healthcare ecosystem.
Building on the success of these offerings in North America and the United Kingdom, IBM is looking to expand this Healthcare offering across Europe. To this end we are looking for a highly motivated Sales representative for the IBM Initiate program in NE Region
The Initiate Master Data Management portfolio is applicable to a broad range of industries, with a particular focus on health care, federal security, insurance, and banking. The successful candidate must have ability to travel 50-75%.
This role includes direct and partner-facing business management and sales elements. The duties of this role are to establish, develop, maintain and grow the Initiate business in the geography leveraging direct sales and Business Partner relationships as appropriate.

IDEAL SALES SKILLS REQUIRED FOR POSITION: 
  • Experience in a sales environment, supporting /understanding Master Data Management, Customer Data Integration, Product Information Management, ETL, and/or Data Warehousing products. 
  • An attitude to a solution selling approach is a must. The candidate should know the Healthcare market, must be able to understand customer business needs, build the right solution differentiating it from competition, "drive" customer attention on Initiate differentiators, able to approach Customer at 360 degrees, (Sw evaluator, Influencer, Budget owner, Purchaser, the one owning the decision).
  • Proven ability in creating differentiated, value-added business solutions by leveraging skilled internal/external technical resources and consultants and presenting a compelling business case for action with supporting ROI documents.
  • Demonstrated skill in interacting with “C” level and functional executives to understand strategic business initiatives and map plans to technology requirements.
  • Documented track record of exceptional revenue results in a complex solutions-oriented sales environment encompassing stakeholders in both IT and Line of Business. The successful candidate will have sales maturity well beyond point product selling.
  • Strong territory planning and territory management skill including but not limited to analyzing a large territory, prioritizing accounts/opportunities to pursue and planning/driving broad based demand generation campaigns
  • Ability to develop, manage, and execute joint go-to-market plans with strategic local/regional partners, recruit additional partners as required, and mentor partners to improve their sales skills
  • Excellent communication, presentation, negotiation and multi-tasking skills as well as strong organizational capability and analytical and problem solving ability are essential

IDEAL INDUSTRY AND DOMAIN SKILLS FOR THE POSITION:
  • Previous experience selling software solutions in multiple industries (i.e. Financial Services, Telco, Retail, Government/Public, etc.) is highly desired; prefer significant domain competence in at least one of Health Care or Government.
  • Prior experience selling Master Data Management, Customer Data Integration, Product Information Management, ETL, Data Warehousing, and/or Enterprise Applications is highly desired but not required.

Required
  • Bachelor's Degree
  • English: Fluent

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, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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