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
Instana, an IBM Company is looking for a Mid-Market Account Executive to join our growing department. We are looking for a candidate with experience in driving value based software sales cycles with mid-market accounts. The ideal candidate will have a proven track record in building a strong pipeline and driving new customer acquisitions. They have been trained in MEDDIC or similar sales processes to drive consistent results. This person will have the ability to Identify and build customer champions. In addition, they will have a background in DevOps, APM and the Observability space, with a focus on helping companies achieve positive business outcomes.

As part of the Mid-market Team, you will have a tangible impact on our revenue growth through
building and maintaining a healthy pipeline. Establishing new customer relationships, and
growing existing customers. And accurately forecasting your business on a monthly and
quarterly basis.

Key Duties and Responsibilities• Articulate the value proposition of our software solution to both business and technical
audiences• Execute and close strategic sales cycles within geographic based territory• Manage a value-based sales process to drive consistent revenue growth• Forecast business accurately• Research and profile key accounts in territory, build out contacts in SFDC• Create outbound campaigns and cadences to build consistent pipeline• Meet weekly, monthly and quarterly activity and pipeline goals

Required Technical and Professional Expertise• 2+ years experience in SaaS or related direct application/platform sales• Proven track record in meeting or exceeding monthly, quarterly and annual quotas• Superior communication and negotiation skills to land new business and expand
existing accounts• An ability to thrive working in a fast-paced team environment and driving new customer acquisition• Have experience with SFDC, and software business tools, outreach, zoom, etc

Preferred Technical and Professional Expertise
NA