Quantum Sales Executive
Company: IBM Computing
Location: San Francisco
Posted on: October 16, 2024
Job Description:
IntroductionThe sales teams at IBM are world-renowned for being
industry's top experts in the profession. As a Seller at IBM, you
will have the opportunity to use one of the most innovative and
extensive portfolios of products and services to bring
best-in-breed solutions to IBM's clients. Work with world-class
organizations to help them understand how IBM solutions can
contribute to their overall success and master business
relationships to become a trusted advisor to your customers.Your
Role and ResponsibilitiesIBM Quantum is the global leader in
construction and deployment of universal quantum computers for
business, engineering, and science. The IBM Quantum team is focused
on advancing the entire quantum computing technology stack and
exploring applications to make quantum broadly usable and
accessible. With a worldwide network of academic institutions,
researchers, educators, Fortune 500 companies, and enthusiasts, we
are committed to driving innovation for our clients in the IBM
Quantum Network and the Qiskit Community. Our mission is to bring
useful quantum computing to the world, and to make the world
quantum safe.The IBM Quantum Client Sales Executive (CSE) for
Public and Academic markets is responsible for the identification,
qualification, progression, and execution of our quantum computing
offerings which includes:
- Cloud access to our quantum system
- Quantum Accelerator offering for Government clientsSuccess for
this role is measured on new agreement signings and income
generated for IBM Quantum. The expectation is that the CSE will
drive from single digit to double digit millions of dollars in IBM
Quantum signings and new income from those signings.The IBM Quantum
CSE forges and sustains successful strategic partnerships with
access and innovation partners (collectively, 'clients'), gaining
client's attention and trust, identifying urgency and compelling
reason to act, and overcoming internal and external challenges to
successfully execute win-win contracts. This includes identifying
the quantum champion at the client, engaging the appropriate client
C-level decision makers, forming an appropriate business model for
the relationship, developing and negotiating a set of business
terms, and ultimately, the creation and signing of a definitive
agreement between parties. The CSE will craft new IBM Quantum focus
engagements, including defining the technical differentiation,
value proposition, and ideal partners for each new effort.Role
responsibilities include:
- Present client value proposition, gain client consensus and
drive opportunities
- Provide subject-matter expertise related to assigned and new
IBM Quantum engagements
- Lead and/or participate in client-facing sales meetings and own
the sales responsibilities for the meeting
- Develop and deliver client-facing sales presentations at
Executive C-Suite level
- Partner with the IBM Technology and Consulting client team
leaders to drive new IBM Quantum opportunities at targeted
clients
- Develop and maintain a qualified long-term sales pipeline,
executing agreements consistently against that pipeline
- Conduct use case workshops in collaboration with IBM Quantum
SMEs and develop workshop reports
- Team with IBM Quantum Technical Ambassadors and IBM Quantum
Technical Services to ensure our clients comprehend IBM's
world-leading quantum technical expertise available to help clients
engage successfully in quantum computing
- Successfully drive IBM Quantum agreements to closure
- Other activities as requested by the VP and Director of IBM
Quantum Business DevelopmentCandidate will have demonstrated sales
experience with C- and SVP-level clients, the ability to present
value propositions for quantum technologies that resonate with
technology leaders, a technical background and strong sales acumen.
They will embrace the opportunity to deeply understand IBM's
quantum computing technology and will have the opportunity to do so
quickly through the IBM Quantum Ambassador training. They can lead,
manage and motivate a deal team over whom they do not have
organizational control. For example, it will be necessary to work
with many groups across IBM, for example, Finance, Contracts,
Legal, Export, Tax, IBM Client teams as well as the IBM Quantum
team members, to move a deal from initiation to execution. CSE
candidates should have experience in technology sales, building
client relationships, leading sales campaigns, leading meetings,
and delivering presentations. Client Sales Executives are expected
to perform a variety of tasks, and a wide degree of creativity and
latitude is expected.At IBM Quantum, we are leading a new era of
computing. This CSE role will require initiative and aggressive
engagement with the thought leaders of universities, research
institutes and governments. We are committed to change the way the
world works by engaging with our clients to help them in their
research to develop solutions for problems that were previously
considered unsolvable even on today's most advanced supercomputers.
We are looking for strong, enthusiastic, and motivated technical
sales leaders to join us in this effort.Required Technical and
Professional Expertise
- Education background in quantum relevant STEM fields including
(physics, chemistry, electrical engineering and advanced
mathematics including linear algebra)
- At least 5 years' experience in a sales role, including
pipeline generation
- Track record of achieving individual sales quota of $5M+
annually
- Strong sales negotiation, relationship building and
relationship management skills
- Confident and influential interpersonal skills with the ability
to effectively present to individuals and groups at all
levelsPreferred Technical and Professional Expertise
- Technical Sales experience with research or pre-commercial
assets, especially in 1) cloud technologies, 2) joint development
engagements, 3) quantum computing software, and 4) advisory
services for emerging technologies
- Knowledge of Intellectual Property Licensing
- 8+ years' experience in technical Sales
- 5+ years providing direct technical presales
- Experience building compelling justifications for emerging
technology purchasesAbout Business UnitIBM Research is the organic
growth engine of IBM and an innovation engine for our customers and
partners. As part of this mission, IBM Research anticipates and
examines 'What's Next in Computing' to ultimately create and
integrate the technologies the world relies upon to solve big
challenges and unlock new opportunities. We create and pioneer new
markets for IBM, our partners, and customers as exemplified in our
ongoing quest to reach practical and large-scale quantum computing.
Across IBM Research, we realize the power and potential to
accelerate discovery with our partners and clients by combining the
power of high-performance computing, AI, and Quantum, all
integrated through the hybrid cloud.Your Life @ IBMIn 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 every day, 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 ongoing 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 every day is essential to IBM becoming
the catalyst for progress, always embracing challenges with
resources they have to hand, a can-do attitude and always striving
for an outcome-focused approach within everything that they do.Are
you ready to be an IBMer?About IBMIBM's greatest invention is the
IBMer. We believe that through the application of intelligence,
reason, and science, we can improve business, society, and the
human condition, bringing the power of an open hybrid cloud and AI
strategy to life for our clients and partners around the
world.Restlessly reinventing since 1911, we are not only one of the
largest corporate organizations in the world, we're also one of the
biggest technology and consulting employers, with many of the
Fortune 50 companies relying on the IBM Cloud to run their
business.At IBM, we pride ourselves on being an early adopter of
artificial intelligence, quantum computing, and blockchain. Now
it's time for you to join us on our journey to being a responsible
technology innovator and a force for good in the world.Location
StatementIBM offers a competitive and comprehensive benefits
program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug
coverage, dental, vision, and mental health & well-being
- Financial programs such as 401(k), cash balance pension plan,
the IBM Employee Stock Purchase Plan, financial counseling, life
insurance, short & long-term disability coverage, and opportunities
for performance-based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours
sick time, 120 hours vacation, 12 weeks parental bonding leave in
accordance with IBM Policy, and other Paid Care Leave programs. IBM
also offers paid family leave benefits to eligible employees where
required by applicable law
- Training and educational resources on our personalized,
AI-driven learning platform where IBMers can grow skills and obtain
industry-recognized certifications to achieve their career
goals
- Diverse and inclusive employee resource groups, giving &
volunteer opportunities, and discounts on retail products, services
& experiencesThe compensation range and benefits for this position
are based on a full-time schedule for a full calendar year. The
salary will vary depending on your job-related skills, experience,
and location. Pay increment and frequency of pay will be in
accordance with employment classification and applicable laws. For
part-time roles, your compensation and benefits will be adjusted to
reflect your hours. Benefits may be pro-rated for those who start
working during the calendar year.This position was posted on the
date cited in the key job details section and is anticipated to
remain posted for 21 days from this date or less if not needed to
fill the role.We consider qualified applicants with criminal
histories, consistent with applicable law.Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual
orientation, national origin, caste, genetics, pregnancy,
disability, neurodivergence, age, veteran status, or other
characteristics. IBM is also committed to compliance with all fair
employment practices regarding citizenship and immigration
status.
#J-18808-Ljbffr
Keywords: IBM Computing, Dublin , Quantum Sales Executive, Sales , San Francisco, California
Didn't find what you're looking for? Search again!
Loading more jobs...