Power Technology Sales Specialist

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical co-marketing and go-to-market enablement resources with your assigned partners to jointly drive prospecting opportunity identification and solution co-creation. By aligning territory planning demand generation lead passing and sales execution between IBM Digital Sales and partners you’ll grow revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.

Engaging directly with partners and their clients in support of high value engagements and opportunities you will augment partner and client engagements with IBM’s breadth of capabilities to align sales efforts with offering capability roadmaps and shape solutions that support brand-specific business strategies.

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 your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities
Power Systems Sales are consultants to IBM clients and business partners. You’ll be expected to lead for strategic customer-facing opportunities centred around our System Hardware – Power Systems portfolio. You’ll deliver industry centric business solutions to clients partners and integrators. As a client-facing sales professional you will be guided by IBM’s purpose –to be essential to its clients. We are seeking individuals interested in making an impact on selling IBM’s System portfolio. If you have Linux Unix or Windows server experience this would be the perfect opportunity!

This role will be responsible for proactively reaching out to clients and their partners to understand the data protection needs of their clients providing solution approaches to meet those needs and teaming with the local technical sellers to gain customer concurrence for sponsorship of a solution purchase. During this sales cycle you will be responsible for delivering presentations negotiating deals and providing high level TCO/ROI engagements. You will also provide leadership by working the extended IBM Systems team and partnering with other sales leaders on key account strategies and competitive positioning teaming with field enablement teams and the technical community as a whole.

Your Role and Responsibilities:
Naturally skilled in developing and cultivating professional relationships you’ll establish trusted advisor relationship with your assigned ‘Sell’ partners. You’ll develop territory plans that identify strategic growth areas revenue objectives enablement goals and milestones to measure successful delivery of your territory plans.
Your primary responsibilities will include:

• Articulating the business value of IBM Infrastructure solutions (Power Systems) and products to senior managers and technical decision makers.
• Collaborate with IBM Pre-sales Technical and Services teams to define design and detail the aspects and feasibility of proposed integrated solutions.
• Work with the technical team to deliver effective Proof of Concept (POC) Proof of Technology (POT) support critical situations.
• Ability structure complex project and position our solutions in competitive scenarios.
• Identifying developing and closing opportunities in the territory whether sourced by IBM business partners or resulting from a direct customer engagement.
• Working within a matrix environment with IBM client teams and business partners to span the entire trajectory from opportunity identification to deal closing.
• Building managing and progressing a pipeline to achieve sales objectives.
• Maintaining an accurate forecast and an up-to-date status of deals in progress.

Required Technical and Professional Expertise

• Must have 8+ more years of IT sales experience and show a solid track record of quota attainment.
• Must have a track record of selling and engagement FSI account acquisition as well as management of existing accounts prefer FSI sector.
• Must be self-motivated and have the ability to network across a broad team.
• Must be comfortable in both a technical dialogue (understanding the customer’s IT infrastructure and technical objectives) as well as a business dialogue (explaining the TCO reductions or ROI benefits of our solutions).
• Experience in Windows Unix Linux servers would be preferable.
• Demonstrated knowledge and selling experience of IBM Power and associated solutions would be preferable

Preferred Technical and Professional Expertise

• Comprehensive Knowledge of IBM’s Product Suite: Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.