Data & AI Sales Specialist - TN-KY Markets/Southeast

Introduction
A Technology Sales Representative role (what we internally call a ‘Brand Sales Specialist’) in IBM’s Data & AI brand means accelerating enterprises’ success by improving their ability to understand their data. It means providing solutions that enable people across organizations in multiple roles the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award-winning software and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
IBM is looking for a Data – Sales Specialists to accelerate the growth of our flagship software platform – Cloud Pak for Data across a Western US territory with a focus on the Financial Services Industry. The role has unlimited potential and is highly focused on driving strategic signings with our clients to adopt and expand Cloud Pak for Data across their enterprise. You will work closely with our clients to help them modernize their existing IBM workloads to Cloud Pak for Data as well as drive demand for net new workloads on our platform. In your role you will utilize your ideas to help capture market share for IBM by working closely with sales product management and engineering executives to properly align our strategy.

You will be responsible for:

• Develop and execute territory sales strategies that capture market share from competitors and accelerate growth across the territory
• Achieving quarterly sales targets by working with the customer technical line of business and executive teams to progress opportunities
• Business development activities that build & develop pipeline on a four-quarter rolling basis across Americas
• Evangelize IBM’s Data offerings within a cross matrix sales organization
• Becoming a trusted advisor to our clients by helping them understand the value of Cloud Pak for Data and why modernizing to a hybrid cloud model supports a long-term business strategy

Required Technical and Professional Expertise

• You’re an entrepreneur – who likes to run a business and know that owning your own growth strategies and pipeline generation is fundamental to your success
• Ability to lead and collaborate with several teams within IBM and partners externally
• Multiple years of direct face to face customer selling experience
• Multiple years of selling Data solutions at a major software provider
• Industry knowledge of IBM competitors in the Data market Strong technical understanding of the following enterprise domains: Data Warehousing Data Governance and Data Science
• Establish client value propositions that tie key strategic financial and
• operational metrics directly to near and long-term business improvement
• Develop client relationships that foster public references case studies and industry recognition

Preferred Technical and Professional Expertise

• Intimate knowledge of Data marketplace and unique perspective on how to compete within it – experience making markets
• Prior experience selling Data services within Snowflake Azure AWS or GCP platforms
• Multiple years of experience in leading large complex deals and value-based selling with track record of overachieving quota.