At IBM Global Sales we bring together innovation collaboration and expertise to help clients solve their most complex business challenges. Working across industries and geographies you’ll partner with colleagues clients and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity empathy and collaboration. You’ll connect technical understanding with strong people skills building trusted relationships and shaping solutions that improve business and society. With world-class onboarding continuous learning and a supportive culture IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
The MVS Brand Sales SME specifically Oracle VMware and all OEM Software Resell and support will be responsible for driving the sales and adoption of TLS MVS Software Offering sales and support. This position will require a deep understanding of the underlying technologies and tools available in the MVS Software ecosystem as they relate to OEM products such as Oracle and VMware and software resell solutions as well as the ability to position these technologies in a way that is impactful to the client. The sales SME will work in a team selling setting and must be able to manage across organizations worldwide geographies and industries.
With excellent communication and empathy you'll work closely with clients to develop trusting long-term relationships to understand and promptly respond to their needs. You'll show them how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.
- Leading Complex MVS Software Support & Resell Deals: Lead plan design negotiate and close large complex technology deals that often involve multiple cross-brand networking solutions
- Articulating Business Value: Skillfully articulate the business value of partnering with IBM ensuring the legal and accounting integrity of transactions throughout the contract's duration
- Structuring Contracts for Long-Term Success: Structure contracts with an emphasis on long-term revenue and profit while developing innovative business and financial models to meet evolving client requirements
- Contributing to Account Strategy: Actively contribute to account strategy focusing on building continuous business and financial value through the IBM and client partnership.
- Sales Process Leadership: Demonstrated capability in effectively steering the enterprise sales process from establishing the initial vision to concluding negotiations successfully
- Shaping Deals for Measurable Client Outcomes: Proven proficiency in contract management licensing and financial sales enabling the development of deals that yield quantifiable client results while aligning with business strategies
- Relationship Building: Outstanding track record in forging robust relationships with key stakeholders encompassing both external clients and internal collaborators at IBM. This achievement is based on active listening and transparent communication.
- Extensive working knowledge of business development around Lenovo partner programs OEM Resell OEM software adoption and creation and implementation of Dell/Lenovo & other partner Go to Market strategies.
- Problem Solving: Success will be dependent on the resource’s ability to develop and implement a Go to Market strategy within an IBM organization what is relatively new to the Lenovo/Dell & Oem Server project-based services business.
- Contribution: Work with multi-functional sales/solution teams in the area of Lenovo resell & support development and enhancement. Influence people and organizations including executive management when issues are complex/difficult and require considerable diplomacy. Be recognized as an expert in their field.
- Demonstrating expertise in the IBM Technology Lifecycle Services (TLS) market and establishing trust as a valued advisor for clients (training on IBM's TLS offerings will be provided).