Quantum Sales Executive

Introduction
The 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 Responsibilities
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 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.

Your Role and Responsibilities:
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:
i. Cloud access to our quantum system
ii. Establishing quantum innovation centers
iii. Quantum Accelerator offering for Government clients
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 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 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
• 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 Development.

Candidate 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 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.

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 technical Sales
• 5+ years providing direct technical presales
• Experience building compelling justifications for emerging technology purchases