Technology Sales Leader

Introduction
The IBM Technology Global Industry team will accelerate the adoption of IBM technology with clear Industry use-cases and expertise to ensure competitive differentiation in client and ecosystem engagements. This includes:
Deep Technology and Industry insights and client relationships to address business needs and build trust.
Harvest and share best practices globally to strengthen local market field team efficacy.
Provide offering feature-set input to IBM Technology offering teams to position IBM for long-term success with IBM technology at the core of our client’s Hybrid Cloud and AI architectures.

Your Role and Responsibilities

IBM Technology Sellers drives the Technology strategy with customers focused around winning platforms and translating customer needs.

• Has technical skills sufficient to translate a customer’s requirements to the right cross-Technology architecture and deliver Level 2 messaging in context of use cases and critical architectural decision points.
• Has executive presence to be the customer’s strategic advisor across both business and technical customer roles with ability to generate OI and drive predictable revenue growth.
• Wins Technology Decision Points and closes deals using knowledge of strategic offerings value propositions and understanding use cases for solutions.
• Develops and progresses opportunity pipeline across the technology portfolio to contracting and execution; coordinates an account team of technical and brand sales specialists and across partner and support roles; and leverages marketing to drive customer lifetime value.

Account Planning & Stakeholder Management

• Is curious about client’s business and industry spending a significant amount of time researching the client industry competitors and relevant technologies.
• Grows trusted relationships with the client through visibility and being present being well-prepared and being relevant (with high degree of frequency).
• Builds account plans and determines areas for IBM Technology revenue growth by engaging stakeholders within IBM.
• Manages coordinates and leverages IBM and Partner/Ecosystem resources as applicable to drive business value for the client.

Sales & Strategy Execution

• Leads the IBM team through the end-to-end sales process to progress and close opportunities with a competitive mindset.
• Identifies assesses and closes new business opportunities across portfolio for the account.
• Develops and progresses pipeline in prioritized specialty areas and across portfolio to grow the account.
• Prospects and generates strategic opportunities while balancing long-term and short-term opportunities.
• Positions the value of IBM’s technology portfolio in enabling client strategy versus the competition.

Required Technical and Professional Expertise

• Client Market/Industry Expertise: Veteran-level technical practitioner experience in one or more client market/industry segments with a track record of winning through collaboration resilience empathy and innovation. A natural at inspiring and motivating others to succeed in highly complex enterprise-scale technically complex sales environments.
• Technical Expertise: Technical knowledge around cloud data & AI automation security and infrastructure technologies in addition to deep industry knowledge and contemporary methods for co-creating client solutions with and through others.
• Communication and Influencing: Palpable people communication and collaboration skills with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).

Preferred Technical and Professional Expertise

• IBM Product Experience: Experience working with IBM’s products and services (training across IBM’s product suite will be provided).
• Deep business functional and technical expertise related to Data and AI Automation Hybrid Cloud and Infrastructure – and alignment to IBM portfolio offerings.