Technical Sales Specialist - West

Introduction
Ranked by Forbes as one of the world’s best employers in 2022 IBM promotes growth and innovation to lead as we enter the era of hybrid cloud and AI – helping clients transform their business.

As a Technology Sales Specialist you will develop trusting client relationships and work with them to shape the future of their technology landscape. Your role of a consultative seller will accelerate enterprises’ success by providing award winning solutions that enable people across organizations and roles to meet their goals.

IBM’s comprehensive onboarding program and industry-leading learning culture will prepare you with a strong foundation for client success. Our sales environment is collaborative and experiential. You’ll be surrounded by bright minds and keen co-creators ready to assist as you apply practices that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
As a Technology Sales Specialist you will 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. In this role you will develop relationships understand client needs earn their trust and demonstrate how products will solve their problems while delivering business value supporting IBM Automation/AI.

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.

Required Technical and Professional Expertise
-Proven track record of success in technology sales with emphasis on new client acquisition.
-Successful track record of calling on C-suite and developing compelling value propositions
-Demonstrable application of business and commercial acumen communicated at all levels to show the operational impact and financial value of technological solutions..
-Demonstrated ability to analyze complex/new situations anticipate potential problems assess opportunities impacts and risks in the development and implementation of solutions.
-Strong Business Development/Hunting Skills and Demonstrated Deal Progression Management
-Strong negotiation skills
-Strong written and verbal communications

Preferred Technical and Professional Expertise
-Depth and breadth of knowledge regarding the Enterprise Software Technology market in order to consult and advise and quickly grow your reputation as your clients’ credible trusted advisor.