Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Technology Sales Specialist role in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation hybrid cloud platforms to develop, run and manage workloads of some of the worlds most influential enterprises and brands.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.
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Your role and responsibilities
What is the position?
Brand Sellers create demand and progress opportunities to close for their assigned brand (Automation Portfolio), based on their deep brand expertise and in-depth knowledge of the competitive landscape. They partner with their clients to co-create brand specific solutions that address their business needs and drive client innovation. They navigate IBM to bring the right technical resources to drive sales wins.
What are you accountable for?
Role FocusYou are accountable for...Account Planning & Stakeholder Management• Supporting territory strategy and contributing to the account planning process for assigned accounts • Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps • Partnering with IBM Technology Expert Labs to ensure clients have services skills needed for successful product deploymentsSales Execution• Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client's business needs and drive client innovation and how they compare to competitors' offerings • Owning the E2E sales process for assigned offering portfolio and clients - from opportunity identification to deal closureManaging for Growth• Elevating the client strategic conversations at platform level, tying together our product portfolio in a way that makes sense for business
Required education
None
Preferred education
None
Required technical and professional expertise
What capabilities do you need?
- Understanding of relevant platform/brand products to sell using product demonstrations, storytelling and whiteboarding.
- Ability and confidence to discuss Red Hat OpenShift as architectural control point to win deals on this basis.
- Understanding of Ecosystem and Partner's footprint and capabilities/competencies within your territory.
- Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract.
- Engage other IBM teams and subject matter experts (e.g., Brand Technical Specialist, Client Engineering, Customer Success Manager) early in the sales process to accelerate deal progression, customize client experiences, win the deal and grow software consumption.
What are your Objectives and Key Results(OKRs)?
- Opportunity Identification (OI) & Pipeline
- Transactional, Subscription, Expert Labs and SaaS revenue against budget
- Number of customised client experiences
- Deployment and Consumption, subscription renewal
ABOUT BUSINESS UNIT
IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM'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.
IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.