IT Automation - Brand Partner Specialist

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. Our clients are game changers and we’re looking for sellers who can keep up.

As part of IBM’s Data AI and Automation sales team you will work with clients and Business Partners as they transform organizations and entire industries which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our Business Partners and clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough solutions to help businesses extract critical insights and transform how they serve their clients.

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

• Execute Sales Plays for FinOps Turbonomic Apptio Instana and IT Automation solutions.
• Responsible for driving IT Automation sales in the Midwest territory with and through Business Partners.
• Own and Progress Account and Client Relationships Sales and Software License and SaaS Subscription Revenue.
• Annual Target Revenue and Signings – Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling.
• Sales Strategies – lead the way to align IBM IT Automation portfolio with the client’s strategic objectives – together with sellers in territory develop account plans to ensure revenue and signings target delivery and sustainable growth relationships in new and existing clients.
• Territory and Account Leadership – develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory.
• Identify opportunities to be progressed with Business Partners co-selling with those partners to increase productivity and drive demand generation.
• Client Activities – together with sellers in the territory actively understand each client’s technology footprint strategic growth plans technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.
• Business Planning – Develop cooperative closing strategy and tactics with sales management.
• Trusted advisor – Establish strong management and CXO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise value of solutions value of implementation expertise).
• Build share and coach sellers on best practice sales and negotiation skills sell value and up sell and cross sell to client base.
• Maintain internal CRM system with accurate client and pipeline information.

Required Technical and Professional Expertise

• Multiple years direct face to face customer selling experience.
• Strong understanding of FinOps & IT Automation.
• Proven ability to articulate and deliver compelling industry-aligned narratives aimed at solving business challenges across the entire C-Suite.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership IBM’s sales leadership and Business Partners.
• Excellent interpersonal and communication (oral and written) skills at all levels of an organization.
• You constantly generate pipeline using creative techniques tools team collaboration industry events and top tier channel partners.
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
• Ability to build and maintain positive business relationships with peers clients and IBM ecosystem.
• You’re an entrepreneur – who likes to run a business and know that owning your own growth strategies and pipeline generation is fundamental to your success.
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
• A track record of consistently achieving targets – demonstrating high performance whilst challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

• 3+ years experience successfully selling into dedicated territory and running sales cycle start to finish.
• Pre-existing client and / or Business Partner relationships within the Midwest geography United States.
• Strong understanding of IBM’s IT Automation product portfolio.
• Understanding IBM’s competitive differentiators in addition to our competition’s place in the market.
• Experience in leading large complex deals and value-based selling with track record of overachieving quota.