Technology Seller Squad Leader

Introduction
At IBM work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so lets talk.

Your Role and Responsibilities

• Develops and progresses pipeline in across technology a portfolio to grow new and existing accounts. Balances long-term and short-term opportunities.
• Identifies / Creates Validates / Qualifies Advances and Closes Opportunities
• Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions.
• Leads the IBM brand and technical teams supporting the squad through the end-to-end sales process to progress and close opportunities with a competitive mindset.
• Develop account strategy with the client and Account Technical Leader.
• Creates account plans and strategy on a continuous basis with Account Technical.
• Leader and determines areas for growth; owns forecast with Brand Sales Specialist.
• Develops and grows trusted relationships at all levels within the client’s business.
• Leverages industry expertise to understand the client’s business and investment priorities.
• Leverages marketing to drive customer lifetime value (LTV).
• Incorporates the GSI ISV and competitive landscape into account strategy and plans.
• Partners with Dealmakers and IBM licensing on behalf of the client and IBM.
• Engages channel ecosystem where appropriate and guides clients to certified implementation partners Coordinates with technical experts as needed.
• Partners with GSI and ISV ecosystem to influence client’s decision making on behalf of IBM.
• Successfully manages client support teams for mapped accounts to support renewals and expansion.
• Positions the value of IBM’s technology portfolio in enabling client strategy versus the competition.
• Drive results towards: Revenue growth / budget Pipeline and business development for sustainable growth Sales Plays execution Client NPS and qualitative feedback Red Hat ACV Signings.

Preferred Location: Columbus OH.

Required Technical and Professional Expertise

• Knowledge across portfolio with capacity to major in areas not covered by Brand Sales Specialists leveraging Technical SMEs (L2).
• Ability to articulate value of IBM Sales Plays based on client’s business needs strategy and industry Ability to bring together an integrated POV / solutions to the client.
• Understand how to coordinate and leverage Technology resources – Brand Sales Specialists Dealmakers digital sellers etc. – to drive deal progression and closure.
• Understand how to coordinate and leverage technical resources:
• Technical pre-sales to drive demand and deal progression.
• Client Engineering to drive demand.
• CSMs to drive deployment and consumption.
• Understand how to coordinate and leverage Partner ecosystem resources if applicable to drive business value for the client
• Ability to build and develop strategic trusted client relationships.
• Understand and apply consultative selling.

Preferred Technical and Professional Expertise

• Must be resourceful within IBM to attain resources required to fulfill client opportunities / needs.