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 mission as Technology Sales Manager is to drive a culture of teaming encouraging cross-brand solutions across IBM Technology. As the manager of Technology Sales Leaders in Enterprise Strategic and Select accounts you will build the right mix of skills and optimize resource utilization to meet market and client demands. You will utilize your technical and offering knowledge to build and maintain strong relationships with executives and influencers to help drive and close complex transactions.
You will support Enterprise and Strategic Clients.
Responsibilities include:
Account/Territory Planning & Stakeholder Management
- Navigating IBM’s organization interlocking with Technology and Services leaders to ensure integrated client solutions
- Creating consistency in territory account strategies and plans leading to consistent IBM Technology revenue growth. Engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client
- Using up to date knowledge on technology trends and a curiosity about your client’s business and industry that they operate in to articulate value of IBM offerings/solutions versus competitors
Sales & Strategy Execution
- Leading the sales team through large complex and highly competitive sales situations from opportunity identification through deal closure
- Formulating and promoting cross-brand solutions within sales territory; leading negotiations to secure wins
- Manage coordinate and leverage Partner Ecosystem resources to drive business value for the client
- 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
- Creating an effective sales coaching environment for your teams within assigned territory to achieve client objective while practicing growth leadership and mindset behaviors
- Applying the IBM client engagement model IBM technology knowledge and market trends to anticipate client needs proactively propose solutions and help the sales team to identify opportunities.
Skills required
- 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
- Lead and manage a sales team to achieve business goals
- Ability to tell and relate applicable IBM client zero stories to your client
- 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