Ecosystem Technology Sales Rep

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
Your mission as Technology Seller is to 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 OI and drive revenue growth.

• Generating account plans and determining areas for IBM Technology revenue growth by engaging support of all IBM roles and partners including Global System Integrators Independent Software Vendor and competitive landscape.
• Being curious about your client’s business and industry spending a significant amount of time researching your client the industry competitors and relevant technology.
• Growing trusted relationships with the client through visibility and being present with them frequently.
• Manage coordinate and leverage Partner ecosystem resources if applicable to drive business value for the client.
• 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.
• 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.

Required Technical and Professional Expertise

• 8 years- 12 years of strong sales execution experience and client engagement skills
• Industry business and finance acumen to identify and progress opportunities.
• Managing deal governance / sign off and delivery of the completed proposal.
• Domain expertise in Financial Services Sector bringing 5+ years of hands-on experience in Banking insurance and Financial Markets.
• AND /OR
• Domain expertise in Manufacturing industry (automotive energy pharma & allied process/discreet manufacturing) bringing 5+ years of hands on experience in areas such as production operations or supply chain management.
• AND/OR
• Domain expertise in Government Sector bringing 5+ years of expertise in Government Sales.

Preferred Technical and Professional Expertise

• Deep Knowledge of IBM’s strategy and portfolio
• Ability to advise clients on the technical architecture needed to address their business requirements.