ASEAN Software Sales Leader – App Modernization & IT Automation

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 let’s talk.

Your Role and Responsibilities
The individual will play a critical role in the growth of IBM’s App Modernization & IT Automation offering across ASEAN. Lead our go-to market strategy and enablement to grow and protect the App Modernization & IT Automation business in ASEAN. Positioning these solutions that drive implementation.

The individual will also work closely with all routes to market and collaborate with Cross-Segment/BU Global Sales Technical Sales IBM Services teams as well as IBM Ecosystem team and our business partners. Localisation of Global go-to-market strategies and sales plays as well as competitive strategies to defend our current install base and capture new logos.
The role is primarily responsible for attaining revenue targets and building a repeatable and sustainable business in all markets across ASEAN.

The role will include but not limited to:

• Own and deliver the financial targets/budget in ASEAN for the App Modernization & IT Automation solution set.
• Engage current and new clients directly and indirectly to build pipeline progress and close App Modernization & IT Automation portfolio opportunities
• Coaching of field sales teams in terms of sales pipeline creation and sales execution
• Strong focus on collaboration with local field sales teams and business partner on deal qualification
• Work with the extended Markets and Sales teams and provide product / solution SME input across the region.
• Key note speaker at client events – requiring strong communication skills.
• Work with IBM Services and Partner organisations to ensure offerings are positioned as key components of client’s digital transformation initiatives
• Collaborate with IBM Marketing to drive awareness and build pipeline across Asia Pacific
• Take ownership of the sales cadence and required operational activities to ensure accuracy in forecasting and revenue flow

Required Technical and Professional Expertise

• 5+ years of sales management and leadership positions
• 10+ Years Successful track-record of consistently over-achieving sales quotas in complex technology sales environments.
• 10+ Years direct face to face customer selling experience
• 5+ years selling cloud software or SaaS solutions
• 5+ years selling App Development / IT Automation solutions
• Functional competence across the App Development & IT Automation landscape
• Ideal candidates should have a passion for application modernization technologies as well as IT Automation technologies in the areas of IT operations API Economy and Application Performance Management
• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• You constantly generate pipeline using creative techniques tools team collaboration industry events and top tier channel partners.
• You can demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
• You’re an entrepreneur – who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
• Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise

• 5+ years knowledge of app development and systems integration implementation experience.
• Prior experience with Dynatrace Mulesoft ServiceNow Microsoft AWS Google Cloud
• Demonstrated 3-5 years’ experience in leading complex deals and value-based selling.