Technology Sales Leader

About the job

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, let’s talk ... Your Role And Responsibilities As a Technology Sales Leader or Technology Seller, you will 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, to generate opportunity identification, and drive revenue growth. You will support Enterprise and Strategic Clients. Responsibilities Include Account Planning & Stakeholder Management • Generating account plans and determining areas for IBM Technology revenue growth by engaging the appropriate IBM & Ecosystem teams. • Being knowledgeable about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology product learning • Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present • Managing, coordinating and leveraging IBM Partner Ecosystem resources 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. • Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisor 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 Preferred Education Master's Degree Skills Required Required technical and professional expertise • Strong sales execution experience and client engagement skills • Deep Knowledge of IBM’s strategy and portfolio. • 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 • Ability to tell and relate applicable IBM client zero stories to your client Top KPIs Preferred technical and professional experience • Drive the business results as outlined in the Incentive Plan Letter • Pipeline and business development for sustainable growth across IBM full portfolio • Sales Plays execution • Client NPS and qualitative feedback • Established regular visits to client site

Requirements

• Sales execution
• Client engagement
• Account planning
• Stakeholder management
• Business development

Qualifications

• Master's Degree

Preferred Technologies

• Sales execution
• Client engagement
• Account planning
• Stakeholder management
• Business development

About the company

IBM is a global leader in technology and consulting, known for solving some of the world's most challenging problems through innovation. With a strong focus on building relationships and driving value for clients, IBM emphasizes collaboration and continuous improvement.