zStack Brand Sales Specialist

Introduction
The sales teams at IBM are world-renowned for being industry’s top experts in the profession. As a Seller at IBM you will have the opportunity to leverage one of the most innovation and extensive portfolios of products and services to bring best-in-class solutions to IBM’s clients. Work with world-class organizations to help them understand how IBM solutions can contribute to their overall success while mastering business relationships to become their trusted advisor.

IBM zStack Brand Sales Specialist is an expert in Mainframe hardware/software portfolio offerings and is accountable for creating demand and progressing opportunities to closure. The zStack Brand Sales Specialist is part of a successful and critical IBM team who works with assigned top clients in the US Financial Services Market to understand client problems and business objectives and is responsible for driving optimal client Technology outcomes that best address client business needs while achieving personal quota objectives.

Your Role and Responsibilities
The System Z Stack Brand Sales Specialist is responsible for the overall sales strategy that drives closure of IBM System Z Hardware and Software solutions. As a Brand Sales Specialist you will collaborate closely with clients to understand their needs earn their trust and demonstrate how IBM’s industry leading mainframe solutions will solve their problems while delivering value to their business. We are committed to success. In this role your achievements will drive your career team and clients to thrive.

Executive communication and coordination are critical to the success of our engagements. The zStack Brand Sales Specialist will lead the development of opportunity win plans including leveraging IBM senior executives technical resources and the broader IBM team to progress and close System Z engagements. The zStack Brand Sales Specialist must be comfortable developing materials and presenting to senior executives which may include the CIO and senior level IT and Lines of Business VPs. They are required to have a demonstrated understanding of the client’s business goals strategies as well as industry trends and competitive offerings. This seller is responsible for coordinating multi-disciplined solution teams and integrating System Z products and offerings required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned individual revenue targets.

In a typical day/week this Brand Seller has significant impact on Business/Scope:
• Accountable for business unit and specific personal objectives including revenue and assigned quota.
• Develops the tactics that will win the business including teaming and competitive strategies.
• Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.
• Has overall responsibility for business/pipeline development and quota attainment.

The zStack Brand Sales Specialist maintains contemporary technical skills and offering knowledge and leverages brand portfolio to drive customer value. This seller proactively drives strategy qualification sale and closure of opportunities for Z offerings and use cases while overseeing the complete sales process. Role includes cross-brand teaming with client teams technical brand experts IBM Finance Expert Lab Services zBrand resources complex deal-makers pricers and Business Partner ecosystem (as applicable). Responsible for identifying/qualifying/progressing opportunities developing deliverables such as client proposals presentations and Total Cost of Ownership analyses providing IBM Financing alternatives and as required contract negotiation to gain client agreement to move forward with the proposed IBM solution.

Required Technical and Professional Expertise
• High performer with proven success record and at least 3 years of experience in hardware or software sales preferably mainframe sales.
• Demonstrated ability to understand the competitive landscape with regard to enterprise IT Infrastructure competitive software vendors competitive platform vendors including an understanding of on-premise as well as cloud-based offerings.
• Passionate about enterprise computing AI and cloud computing trends and technologies and possesses a keen knowledge of the needs for clients within the market supported.

Preferred Technical and Professional Expertise
• Five years of experience in System Z or enterprise hardware/software sales.
• Financial Services market knowledge to be a trusted client advisor in addition to competitive market landscape in mainframe and/or Linux workloads.
• Deep expertise of IBM System Z portfolio including LinuxONE.