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, let's talk
Your Role And Responsibilities
As a Technology Sales Leader or Technology Seller, you will drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You serve as the customer's strategic advisor to translate the customer's requirements into the right cross-Technology architecture, in context of use cases and critical technology decision points, to generate opportunity identification, and drive revenue growth.
You will support Enterprise and Strategic Clients.
Responsibilities Include
Account Planning & Stakeholder Management
- Generating account plans and determining areas for IBM Technology revenue growth by engaging the appropriate IBM & Ecosystem teams.
- Being knowledgeable about your client's business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology product learning
- Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present
- Managing, coordinating and leveraging IBM Partner Ecosystem resources to drive business value for the client
Sales & Strategy Execution
- Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset
- Identifying, assessing and closing new business opportunities across portfolio for assigned accounts.
- Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisor
Managing Growth
- Developing and progressing pipeline in prioritized specialty area and across portfolio to grow existing accounts
- Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities
- Successfully managing client support teams for mapped accounts to support renewals and expansion
Positioning the value of IBM's technology portfolio in enabling client strategy versus the competition
Preferred Education
Master's Degree
Skills Required
Required technical and professional expertise
- Strong sales execution experience and client engagement skills
- Deep Knowledge of IBM's strategy and portfolio.
- Ability to advise clients on the technical architecture needed to address their business requirements
- Differentiate IBM in context of Client's industry
- Industry, business, and finance acumen to identify and progress opportunities
- Ability to tell and relate applicable IBM client zero stories to your client
Top KPIs
Preferred technical and professional experience
- Drive the business results as outlined in the Incentive Plan Letter
- Pipeline and business development for sustainable growth across IBM full portfolio
- Sales Plays execution
- Client NPS and qualitative feedback
- Established regular visits to client site
