Senior Sustainability Sales Lead - Northern Europe

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:
At Envizi (an IBM company) we believe there is a smarter way to achieve a sustainable future, and we are helping organizations harness the power of data and analytics to optimize for a low carbon future. Envizi supports over 150 clients globally on their journey to become more sustainable.
We are currently looking for a Senior Sustainability Sales Lead for the Northern Europe region with a demonstrated track record of meeting targets and delivering results that exceed expectations. As part of the team, you will have Sustainability subject matter domain expertise and be responsible for championing the sales efforts and go to market for the Envizi Sustainability Performance Suite. At the same time, you will support driving cross portfolio expansion and renewal of existing IBM footprint on Intelligent Asset Management (Maximo/TRIRIGA) and Supply Chain (Sterling) as they relate to sustainability.
Integral to the success of this role is being able to apply a mix of business, technological consulting, and project management skills to advance the IBM AI Applications Sustainability business. Responsibilities In This Role Will Include:
- understand ESG and Sustainability trends and topics
- understand the solutions you sell and grow in your ability to articulate their value
- deliver maximum revenue for IBM sustainability software as part of a highly integrated team to manage the complete and complex sales cycle from beginning to end
- prospecting, meeting with clients, preparing demonstrations, presenting to C-level executives, getting customers to IBM events, progressing opportunities and negotiating them to closure
- report on all sales activity and revenue achievement and work hard to satisfy all customers
- keep accurate records and maintain good cadence hygiene
- utilize with proficiency and timeliness all IBM reporting tools
Required Professional and Technical Expertise:
- 5+ years’ experience and understanding of sales, forecasting, business tracking and negotiation
- 5+ years’ experience selling SaaS within key industry sectors, including (but not limited to):
o Commercial Real Estate
o Financial Services
o Telecommunications
o Retail
o Municipalities / Cities
- Experience with assessing sales productivity and key sales KPI frameworks
- 3+ years’ experience in a sales role within ESG, Sustainability and/or Energy management data and analytics software
- Experience managing the sales cycle from business champion to C Level
- Track record of over-achieving quota in past positions
- Experience managing and closing complex sales-cycles
- Analytical skills, cross functional learning, and leadership skills
- Excellent interpersonal, verbal, and written communication. Strong interpersonal skills (client-facing/interdepartmental) and clear communication style
- Ability to work and communicate effectively with others in a diverse, multiethnic and multicultural work environment
- Ability to work independently and collaboratively in a fast-paced, decentralized environment
- Ability to influence key decision makers during the full life cycle of the sales process


Preferred Technical Expertise and Skills:
- Knowledge of corporate action and responses to climate change and/or ESG reporting standards such as SASB, GRI, CDP, GRESB, NGERS etc.
- Domain expertise in sustainability, energy and/or asset optimization management solutions and services is highly desirable
About Business Unit:
This is an exciting opportunity to work with a dynamic, entrepreneurial team in one of the fastest growing sectors of the "green economy".
Envizi is an IBM company and is a global leader in energy and sustainability data and analytics software that enables reporting and management of ESG indicators including energy, greenhouse gases, environmental and social responsibility metrics. Today Envizi helps over 200 companies globally reach their sustainability goals and drive better business outcomes.
Your Life @ IBM:
Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
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.