Client Technology Sales Lead

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. 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
In this role, as a Technology Seller you have to drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You serve as the customer’s strategic advisor to translate the customer’s requirements into the right cross-Technology architecture, in context of use cases and critical technology decision points.

The technology areas that you will be responsible for will span from Data including Watson.data / Watson.gov and Watson.AI, AIOPS, FinOPS, Automation, Security, Sustainiablity, OCP, Technology Services and Unix and Mainframe Servers as well as Storage / Backup products.

• Account Planning & Stakeholder Management

• Being curious about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology
• Growing trusted relationships with the client through visibility and being present with them frequently
• Building account plans and determining areas for IBM Technology revenue growth by engaging all all stakeholders within IBM
• Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client

• Sales & Strategy Execution

• Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset
• Identifying, assessing and closing new business opportunities across portfolio for assigned accounts.

• Managing Growth

• Developing and progressing pipeline in prioritized specialty area and across portfolio to grow existing accounts
• Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities
• Successfully managing client support teams for mapped accounts to support renewals and expansion
• Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition

Requirements
Suggested Expertise Values can be found in “IBM Expertise Taxonomy”

Required Technical and Professional Expertise

• Experience in Banking, Financial Services, and Insurance Domain.
• Strong sales execution experience and client engagement skills
• Ability to advise clients on the technical architecture needed to address their business requirements
• Differentiate IBM in context of Client’s industry
• Industry, business, and finance acumen to identify and progress opportunities

Top KPIs:

• Achieve Revenue Growth for Software portfolio
• Achieve Revenue Targets for Infrastructure and Infrastructure services portfolio
• Sales Plays execution
• Client NPS and qualitative feedback
• Single Year Booking (SYB)

Preferred Technical and Professional Expertise
• None