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
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
Drives the strategy, sale and closure of deals for select offerings and use cases.
+ Partners with an IBM Technology Leader to achieve account strategy objectives
+ Proactively identifies and pursues new opportunities to sell within assigned offering portfolio
+ Maintains contemporary technical skills and offering knowledge
+ Leverages marketing to drive customer lifetime value (LTV)
Account Planning & Stakeholder Management
+ Supports territory strategy and planning and contributes to the account planning process for assigned accounts
+ Partners with the Technology Leader to develop and maintain trusted relationships at all levels within the client’s business (including CXOs, Developers, Data Scientists, Architects)
+ Maintains strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps
+ Navigates IBM to bring the right technical resources to drive sales wins
+ Builds and maintains relationships with IBM business partners, augmenting their understanding of relevant offerings
+ Applies expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases for clients
+ Partners with clients to co-create brand/use case specific solutions that address the client’s business needs and drive client innovation
+ Articulates the value proposition for select offerings and how they compare to competitors’ offerings
+ Owns the end to end sales process for assigned offering portfolio and clients – from opportunity identification to deal closure
+ Leverages virtual and face to face collaboration tools to demonstrate select offerings and create an innovative vision of client success
Managing for Growth
+ Applies knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies
+ Coaches Technology Leader to equip them with offering knowledge to enable deal closure
+ Leverages marketing use cases to drive customer lifetime value (LTV)
Required Technical and Professional Expertise
A minimum of 7 years client facing sales experience. Demonstratable experience of selleing data storage ( HW and or SW) Solutions. Core Storage, Virtualisation, Management or Back-up. CIO level sales experience. Demonstratable experience of managing complex sales campaigns with deal values from $100k to $10m+. Evidence of running both installed base and new logo sales activities. Proven discipline around accurate forecasting and expectation setting. A grasp of the key customer challenges and trends in the data storage market. A Comprehensive understanding of the storage vendor landscape. Excellent written and verbal communication skills.
Preferred Technical and Professional Expertise
A Broad professional network of customers and business partners in the Data Storage marketplace. Deep technical knowledge of more than one storage vendor’s solutions. People and resource management experience. MEDDICC Selling and qualification methodology experience.
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It’s time to define your career.
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.
Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.