Automation Brand Sales- Canada Federal

Introduction
A Technology Sales Specialist role (what we internally call a ‘Brand Sales Specialist’) within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance so that they can change the world at a scale not previously possible.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
As a Brand Sales Specialist you’ll work closely with clients to develop relationships understand their needs earn their trust and show them how IBM’s industry leading solutions will solve their problems whilst delivering value to their business.

We’re passionate about success. If this role is right for you then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome a ‘day-in-the life’ of this role may include but not be limited to…
• Managing a dedicated client set and defining confirming and communicating the differentiated value of IBM’s technology at both the technical and business level.
• Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers qualifying business opportunities and responding to clients’ needs to create strategic long-term partnerships.
• Managing the entire sales process from RFI / RFP response preparation and ensuring delivery against KPIs with a strong emphasis on new business sales while expanding existing accounts.
• Collaborating with the broader IBM sales ecosystem from Marketing to Sales and technical colleagues to IBM Business Partners to build sales campaigns and incremental pipeline.

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Required Technical and Professional Expertise

• 5+ years Sales experience in business automation technologies
• Consultative selling skills in business transformation through process management
• Experience leading discovery workshops to understand client pain points
• Demonstrated communications and presentation skills
• Solid understanding of IBM Hybrid Cloud IBM Middleware and IBM Automation Technologies

Preferred Technical and Professional Expertise

• Degree in Business Computer Science/Computer Engineering Science Math or equivalent experience
• Experience in a direct customer-facing sales role
• Experience selling/implementing IBM Hybrid Cloud IBM Middleware and IBM Automation Technologies
• Experience in ecosystem sales engagement
• Understand API models XML Web Services RESTful Architectures
• Design Thinking
• Strong Oral and Written Communication and Presentation Skills
• Creative thinking and Problem-solving skills
• Understanding of Kubernetes and OpenShift Micro-services architecture benefits and open source technologies is a plus