Technology Sales Leader

Introduction
Technology Seller is a squad (on average 15 clients) leader responsible for driving the Technology strategy with customers focused around winning the platform and translating customer needs. The Technology Seller has technical skills sufficient to translate a customer’s requirements to the right cross-Technology architecture and deliver Level 2 messaging in context of use cases and critical architectural decision points. The Technology Seller has executive presence to be the customer’s strategic advisor across both business and technical customer roles with ability to generate OI and drive predictable revenue growth.

Your Role and Responsibilities

• Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions
• Develops and progresses opportunity pipeline across the technology portfolio to contracting and execution
• Identifies / Creates Validates / Qualifies Advances and Closes Opportunities
• Coordinates account team of technical and brand sales specialists and across partner and support roles
• Leverages marketing to drive customer lifetime value (LTV)
• Responsible and accountable for the Technology results across all brands and clients in the squad including revenue attainment against budget and client satisfaction.
• Driving collaboration and culture across the squad including integrating and leading all brand sales and technical specialists.

Required Technical and Professional Expertise

• Knowledge across IBM portfolio with capacity to major in areas not covered by Brand Sales Specialists leveraging Technical SMEs (L2)
• Ability to articulate value of IBM Sales Plays based on client’s business needs strategy and industry Ability to bring together an integrated POV / solutions to the client
• Understand how to coordinate and leverage Technology resources – Brand Sales Specialists Dealmakers digital sellers etc. – to drive deal progression and closure

• Technical pre-sales to drive demand and deal progression
• Client Engineering to drive demand
• CSMs to drive deployment and consumption.
• Understand how to coordinate and leverage Partner ecosystem resources if applicable to drive business value for the client.
• Ability to build and develop strategic trusted client relationships
• Understand and apply consultative selling.

Preferred Technical and Professional Expertise

• C-Suite Relationship Development Large Team Orchestration & Pursuit Leader Ecosystem Leverage Cross-Brand Value Articulation.