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
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
Experience in Telecom Domain.
Top KPIs:
Achieve Revenue Growth for Software portfolio
Achieve Revenue Targets for Infrastructure and Infrastructure services portfolio
