IBM Quantum Sales Executive, EMEA

Introduction
IBM 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 Fortune ‎500 companies, academic institutions,
researchers, educators, and enthusiasts, we are committed to driving
innovation for our clients in the IBM Quantum Network and the Qiskit
Community.

Your Role and Responsibilities
The IBM Quantum Client Sales Executive (CSE) is responsible for the
identification, qualification, progression, and execution of our quantum
computing offerings which includes:

i. Cloud access to our quantum systems
ii. Consulting services on quantum education and proof of concept development
iii. Establishing quantum innovation centers
iv. Quantum safe security offering
Success 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 development partners (collectively, "clients"), gaining client's
attention and trust, identifying urgency and compelling reason to act, and
overcoming all internal and external challenges to successfully executive 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
* 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.
Candidate will have demonstrated sales experience with C- and SVP-level
clients, the ability to present business cases and value propositions for
emerging technologies that resonate with business oriented and technology
leaders, program management experience, a technical background and strong
business 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 consultative selling, building client
relationships, leading sales efforts, 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
corporations, universities, 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 super computers. 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 levels.
* Executive presence
* Ability to work in complex, matrix managed organizational environments

Preferred 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 Consultative Selling
* ‎8+ years' experience in technical Sales
* ‎5+ years providing direct technical presales
* Experience building business cases for emerging technologies

About Business Unit
IBM Corporate Headquarters (CHQ) team represents a variety of functions such
as marketing, finance, legal, operations, HR, and more, all working together
to solve some of the world's most complex problems, help our clients achieve
success and build collaborative work environments for IBMers.

Your Life @ IBM
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 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?
This job requires you to provide your COVID-‎19 vaccination status with
supporting documentation, where legally permissible.

About IBM
IBM '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 Statement
IBM wants you to bring your whole self to work and for you this might mean the
ability to work flexibly. If you are interested in a flexible working pattern,
please talk to our recruitment team to find out if this is possible in the
current working environment.

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, pregnancy,
disability, age, veteran status, or other characteristics. IBM is also
committed to compliance with all fair employment practices regarding
citizenship and immigration status.