The WW Specialty Software Sales Rep is responsible for developing Brand/product-specific solutions that address your client's business needs (both industry and business) and deliver client value while supporting brand-specific business strategies. You will work to create solutions which are tailored to client's business needs and integrate the IBM/brand capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.

Following are the key tasks that are part of this role.
- Prospect and develop leads
- Develop client contacts from user groups and Law Enforcement meetings within sales territory.
- Identify key gaps in information availability behind law enforcement teams
- Lead IBM account planning sessions / Opportunity Acceleration
Workshops for this session with the client teams.
- Perform outbound cold calling to generate leads and build Sales pipeline
- Analyze customer needs in terms of current business obstacles,
identifying opportunities and scoping potential i2 products . Work with
Tech Sales to present the right combination of products.
- Manage sales pipeline in a defined territory/market, forecast business
and activity
- Perform prospect demonstrations, as needed with Sales Executives.
- Resolve customer issues & problems, alert others as needed
- Ability to drive requirements gathering for demos and for the final
solutions
- Help the sales engineers define the technical scope of custom
demonstrations or proofs of concept

Successful candidates will have experience working within a quota and commission structure and will have a demonstrated history of consistent goal achievement.
Required
* At least 5 years experience in solution sales OR working in the law enforcement, national security or fraud intelligence industry
* At least 2 years experience in selling into technical user base and to senior management (Director and above) in law enforcement / intelligence groups
* At least 1 year experience in selling financial crimes detection and fraud and loss prevention solutions
* Readiness to travel 50% travel annually
* English: Fluent

Preferred
* Bachelor's Degree
* At least 2 years experience in defense or law enforcement sales
* Security clearance of Top Secret (TS/SCI) - Active

Additional information

International Travel Required


Department: Sales