Technology Seller Squad Leader

Your Role and Responsibilities:

• Develops and progresses pipeline in across technology a portfolio to grow new and existing accounts. Balances long-term and short-term opportunities
• Identifies / Creates Validates / Qualifies Advances and Closes Opportunities
• Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions
• Leads the IBM brand and technical teams supporting the squad through the end-to-end sales process to progress and close opportunities with a competitive mindset
• Develop account strategy with the client and Account Technical Leader
• Creates account plans and strategy on a continuous basis with Account Technical Leader and determines areas for growth; owns forecast with Brand Sales Specialist
• Develops and grows trusted relationships at all levels within the client’s business.
• Leverages industry expertise to understand the client’s business and investment priorities
• Leverages marketing to drive customer lifetime value (LTV)
• Incorporates the GSI ISV and competitive landscape into account strategy and plans
• Partners with Dealmakers and IBM licensing on behalf of the client and IBM
• Engages channel ecosystem where appropriate and guides clients to certified implementation partners Coordinates with technical experts as needed
• Partners with GSI and ISV ecosystem to influence client’s decision making on behalf of IBM
• Successfully manages client support teams for mapped accounts to support renewals and expansion
• Positions the value of IBM’s technology portfolio in enabling client strategy versus the competition
• Drive results towards:
o Revenue growth / budget
o Pipeline and business development for sustainable growth
o Sales Plays execution
o Client NPS and qualitative feedback
o Red Hat ACV Signings