• Sales Leader - Watson Health - Life Sciences - Anywhere in the US

    IBMBoston, MA 02133

    Job #1315209525

  • Introduction At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. Your Role and Responsibilities Location: You will ideally reside in the Northeast, but all other locations will be considered. Watson Health helps life sciences companies take advantage of Real World Evidence and augmented intelligence with products, services, and solutions that span Development and Commercialization in the pharmaceutical, medical technology/device, and contract research organization (CRO) segments of the industry. The Sales Leader is an inspiring, client-focused executive responsible for a global team selling IBM Clinical Development and Real World Evidence (e.g., MarketScan) products, consulting services, and solutions. You and your team will be responsible for driving new targeted total portfolio selling across global markets at IBM. You will direct your efforts on continual development and progression of a pipeline of new business opportunities and promote our key Boulders (i.e., Focus, Alignment, and Branding). For more information about our Life Sciences solutions, please see link below: ~~~ Your Role and Responsibilities The Sales Leader is an experienced, motivated consultative sales executive responsible for IBM Watson Health sales primarily to key pharmaceutical and CRO accounts. You and your team will be responsible for developing existing and new relationships across key accounts in order to build a pipeline and close opportunities in the high-growth Watson Health Life Sciences segment. You will be responsible for understanding the Cloud, Cognitive/AI, real world evidence and clinical development solutions and offerings available in the Watson Health Life Sciences portfolio. You will lead the development of account plans and sales strategies for assigned key accounts that bring the full value of the Watson Health portfolio and IBM to our customers. This is an exciting and emerging business, requiring team members to be agile in response to market trends and offering traction. You and your team will work with sales and clinical leadership and delivery to execute on sales strategy, provide voice of the customer feedback to portfolio owners and will be responsible for achieving account/territory revenue/signings targets. Embrace and implement team diversity, inclusion, and unity to bring forward the best thinking to anticipate and solve our clients real-world problems. Key Responsibilities: Focus on portfolio selling + Support and enable sales team in building and executing strategic and tactical sales plans in collaboration with enabling and support groups to identify and shape new Watson Health Life Sciences portfolio opportunities and drive sales. + Effectively engage in complex negotiations with prospective clients and teaming partners around business commitments and details of each proposal. + Deliver sales to meet or exceed annual quota within assigned geography. Alignment with client needs + Effectively build and maintain relationships internally and externally to understand client business challenges and needs. + Map client challenges and needs to Watson Health Life Sciences portfolio of offerings and deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue. + Assume responsibility for the total customer relationship during the sales cycle, working with services counterparts. Branding + Promote IBM thought leadership and represent Watson Health at industry conferences and meetings. Required Technical and Professional Expertise + 8+ years sales experience managing complex software-led solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota. + 3+ years' experience managing a team. + Demonstrated experience selling to senior-level and executive-level decision makers to influence them to position company solutions as the preferred solutions + Track record of achieving and/or exceeding quotas. + Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals. Preferred Technical and Professional Expertise + 10+ years sales experience managing complex software-led solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota. + 7+ years' experience managing a team. About Business Unit IBM Watson Health is committed to building smarter health ecosystems. This means simpler processes, better care, faster breakthroughs, and improved experiences for people around the world. We have the essential capabilities necessary to help our clients drive their digital transformations: deep industry expertise, data and analytics, and actionable insights-underpinned by security and trust. Your Life @ IBM What matters to you when you're looking for your next career challenge? Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible. Impact. Inclusion. Infinite Experiences. Do your best work ever. About IBM IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries. Location Statement US Citizenship required. We consider qualified applicants with criminal histories, consistent with applicable law. 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.