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.
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Keywords: IBM Computing, Petaluma , Quantum Sales Executive, Sales , San Francisco, California