Introduction
Brand Sales Specialist comfortably acts as the trusted technical advisor to IBM and /or 3rd party Partner clients. Collaborating across pre- and post-sales teams you'll help set the most appropriate technology strategy and solution design to complement clients' present and future needs.
Your role and responsibilities
As an Enterprise & Strategic Brand Sales Specialist (BSS) you’ll work closely with clients and sellers to develop relationships understand their needs earn their trust and show them how IBM’s industry-leading solutions will solve their problems while delivering value to their business. Opportunity identification promoting our TLS offerings and attaching premium and Expert Care to current and net new opportunities is a priority.
- The BSS role will own the total TLS portfolio at a set of accounts within the market and or GEO required and be expected to identify own and close transactions.
- The BSS will work within a matrix environment both within an account team and with TLS to ensure TLS is properly clothed in both standalone deals and larger bundles.
- Expectations are that the BSS will protect current annuity revenue streams by renewing opportunities (or working with a renewal specialist) as well as growing the account from a TLS revenue perspective.
- Pipeline hygiene conducting regular face-to-face client meetings and hosting QBR’s are naturally expected in the role.
Required education
Bachelor's Degree
Required technical and professional expertise
- High level understanding of the IBM Technology Lifecyle Portfolio familiarity with IBM Software System Z Storage Power Systems and MVS products.
- Exposure and Experience with Expert Care and Premium TLS Offerings.
- Ability to integrate with the overall IBM Lines of Business including IBM-C Technology and Data&AI.
- Technical Sales Experience – Experience in a general sales role with business acumen with foundational knowledge of IBM TLS Strategy and Routes to Market.
- Organizational Skills is a must.
Preferred technical and professional experience
- Cross-Platform SME-Level Skills – In-depth expertise in IBM Software System Z Storage Power Systems and MVS products to navigate complex deals and provide overall deal leadership.
- Software and Hardware Integration Knowledge – Understanding the relationship between hardware software licenses Software Maintenance Agreements (SWMA)
- Infrastructure Support and Premium Services – Proficiency in supporting IBM Infrastructure Support Services and Expert Care offerings with the ability to position premium services for clients.
- Technical Sales and Solution Consulting – Ability to assist sellers partners and clients with technical sales expertise solution-selling and post-sales troubleshooting especially in Expert Care Premium IIS and MVS offerings
- Selling Expertise – Skilled in direct and partner sales engagements optimizing technical knowledge across routes IBM Logos and sales channels.