Senior Sustainability Sales Specialist

1 week ago

Doha, Qatar IBM Full time

**Introduction**
A Digital Sales Manager career within IBM means being a leader. A conductor who sets the tone for collaboration, innovation, and growth across your team of digital sales specialist, development representatives and technical experts. It means cultivating a 'one team' culture across IBM sales and marketing teams, 3rd party eco-system sales partners, and clients within their markets and /or territories. All-the-while ensuring they're obsessing over delivering client value.

With ownership, accountability, and autonomy over the setting and delivery of your territory's strategy, you'll partner with other sales and technical leaders across IBM, and our selling partners' eco-system to identify and qualify leads, land deals, and expand existing customer relationships.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to invest in IBM's people, products, and services.

**Your Role and Responsibilities**
We are currently looking for a **Senior Sustainability Sales Specialist **with a demonstrated track record of meeting targets and delivering results that exceed expectations.

**Responsibilities In This Role Will Include**:

- understand ESG and Sustainability trends and topics
- understand the solutions you sell and grow in your ability to articulate their value
- deliver maximum revenue for IBM sustainability software as part of a highly integrated team to manage the complete and complex sales cycle from beginning to end
- prospecting, meeting with clients, preparing demonstrations, presenting to C-level executives, getting customers to IBM events, progressing opportunities and negotiating them to closure
- report on all sales activity and revenue achievement and work hard to satisfy all customers
- keep accurate records and maintain good cadence hygiene
- utilize with proficiency and timeliness all IBM reporting tools

**Required Technical and Professional Expertise**
- 5+ years’ experience and understanding of sales, forecasting, business tracking and negotiation
- 5+ years’ experience selling SaaS within key industry sectors, including (but not limited to):

- Commercial Real Estate
- Financial Services
- Telecommunications
- Retail
- Municipalities / Cities
- Experience with assessing sales productivity and key sales KPI frameworks
- 3+ years’ experience in a sales role within ESG, Sustainability and/or Energy management data and analytics software
- Experience managing the sales cycle from business champion to C Level
- Track record of over-achieving quota in past positions
- Experience managing and closing complex sales-cycles
- Analytical skills, cross functional learning, and leadership skills
- Excellent interpersonal, verbal, and written communication. Strong interpersonal skills (client-facing/interdepartmental) and clear communication style
- Ability to work and communicate effectively with others in a diverse, multiethnic and multicultural work environment
- Ability to work independently and collaboratively in a fast-paced, decentralized environment
- Ability to influence key decision makers during the full life cycle of the sales process

**Preferred Technical and Professional Expertise**
- Knowledge of corporate action and responses to climate change and/or ESG reporting standards such as SASB, GRI, CDP, GRESB, NGERS etc.
- Domain expertise in sustainability, energy and/or asset optimization management solutions and services is highly desirable

**About Business Unit**

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 resource

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