The main task of a Technology Sales Representative (TSR) at IBM is to drive revenue growth and generate new business (cross-/upsell) in one or more defined accounts through targeted sales strategies sales execution and leadership of the extended IBM team in order to achieve the set goals.
The focus is on building and maintaining trusted customer relationships at various levels and especially at the CxO level.
The TSR orchestrates internal and external resources to address complex customer requirements with suitable IBM solutions. They combine deep technical and industry-specific knowledge with a clear focus on deal closure and sustainable business development. At the same time they foster a culture of collaboration and innovation within the sales team and with business partners who are the main route to market in this client sector.
Whom do we search:
* Relationship-Oriented: Builds trust at all levels (CxO to operational departments).
* Curious & Creative: Actively seeks new solutions and opportunities.
* Analytical & Structured: Strong decision-making and prioritization skills.
* Self-Motivated: Acts independently with a strong drive to close deals.
* Balanced: Strikes a balance between ambitious growth and sustainable customer satisfaction.
* Humble Leadership: Works cooperatively motivates teams acts as a coach.
Skills required:
* Strong Sales Execution: Hunter mentality closing experience confident management of complex sales cycles.
* Cold calling relationship building and maintenance with C-level decision makers
* Industry & Business Acumen: Understands customers' business models financial metrics and industry trends.
* Technological Understanding: Can interpret technical architectures and advise customers. Knows the IBM cross-portfolio and can convey IBM's platform strategy for Data AI Automation Hybrid Cloud and Hardware.
* Strategic Planning: Account planning stakeholder management and use of the IBM partner ecosystem.
* Communication Skills: Ability to formulate convincing value propositions and use storytelling (including Client-Zero examples).
* Leadership & Governance: Ability to motivate and lead the extended IBM team. Strong governance skills to develop and implement long-term initiatives.
* Language skills: French and English mandatory
Expertise needed:
* Proven success in B2B technology sales (enterprise or strategic accounts).
* Experience managing complex stakeholder landscapes and C-level dialogues.
* Background in brand/product sales or industry expertise.
* Successful closing of large and complex deals.
* Experience with partner ecosystems (e.g. GSIs ISVs cloud partners IBM Consulting).
* Familiarity with international / cross-brand projects and intercultural collaboration.
* Language skills: German a plus