Main Responsibilities of a Solutions Specialist at IBM
Dylan, a Solutions Specialist at IBM, focuses on "handling licensing and pricing" for sustainability software across 20 diverse accounts, identifying opportunities for both expansion within existing clients and entirely new sales. This involves navigating "different licensing metrics and models," collaborating with technical teams, and meeting a revenue quota with multiple components.
Sales, Licensing, Pricing, Software Solutions, Account Management
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Dylan Evans
Solutions Specialist
IBM
Lehigh University Class of 2010
UCLA Anderson MBA
Computer Science
Technology
Sales and Client Management
Worked 20+ Hours in School, Student Athlete
Video Highlights
1. Works with clients across various industries, some existing IBM customers and some not.
2. Focuses on licensing and pricing of sustainability software, identifying sales opportunities for new and existing clients.
3. Collaborates with technical counterparts throughout the sales cycle to close deals and meet revenue quotas.
Transcript
What are some of the main responsibilities within your current role?
He said I answer the first question. I'm responsible for handling licensing and pricing for the sustainability software brand for 20 accounts. These accounts are across industries, and some of them already own some of my software, while others don't. All of them have an existing relationship with IBM.
My responsibility is to identify sales opportunities where some of these clients might want to expand what they're doing today with my software by adding additional users that require licenses. Maybe a new team is trying to use the software that wasn't licensed for before.
Or it could be a completely net new opportunity where they don't have any of my existing software today. This means I am responsible for handling the licensing and pricing.
I have to understand the different licensing metrics and models for each of these solutions. Then I work with people who can demo the solution; they are my technical counterparts. We'll work on different opportunities and stages of the sales cycle together to try to close business.
I also have a quota, which has several different elements in terms of how clients buy the software. I'm constantly trying to make sure I'm bringing in enough revenue for IBM in each of these elements to meet that number.