Brand Sales Specialist - Hybrid Integration

Introduction

Join IBM's Automation brand as a Sales Specialist, spearheading integration-led transformations for enterprises across Malaysia. You'll champion IBM's webMethods Hybrid Integration portfolio, comprising webMethods, App Connect, MQ, API Connect, and Event Streams, assisting clients in modernizing their integration frameworks across hybrid and multi-cloud environments. Engage with C-level executives, architects, and business stakeholders in key sectors like banking, telco, government, and manufacturing, facilitating their evolution towards agility, innovation, and data-driven strategies. Thrive in our dynamic, high-achieving sales environment, bolstered by comprehensive onboarding, ongoing training, and IBM's robust partner network.

Your role and responsibilities

1. Establish trust with high-level enterprise clients to grasp integration obstacles and business goals.

2. Leverage consultative selling to articulate IBM's integration solutions, emphasizing their impact and return on investment.

3. Oversee the entire sales process - from prospecting through opportunity realization and closure, meeting or exceeding sales quotas.

4. Develop and manage a sales pipeline, consistently achieving or surpassing targets.

5. Accurately forecast revenues based on pipeline data and market insights.

6. Secure net new clients through strategic account planning and proactive lead generation.

7. Collaborate with IBM engineering, ecosystem allies, and marketing to devise client-centric solutions and execute marketing initiatives.

8. Promote modern integration methodologies, including API-first design, event-driven architecture, and cloud-native integration.

9. Participate in successful sales campaigns, contributing to team and individual success metrics.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

1. Demonstrated expertise in technology sales in Malaysia, with a track record of expanding enterprise clientele.

2. Proficiency in conveying technical benefits to both business and IT decision-makers.

3. Experience managing intricate enterprise sales processes.

4. Superior presentation, negotiation, and narrative skills.

5. Capability to synergize effectively across multidisciplinary teams and partner networks.

Preferred technical and professional experience

1. Insight into Hybrid Integration technologies (iPaaS, API management, messaging, event streaming).

2. Understanding of sector-specific integration hurdles in banking, telco, manufacturing, or public administration.

3. Familiarity with rival platforms such as MuleSoft, Boomi, Azure Integration Services, or AWS AppFlow.

4. Proven track record of driving successful sales campaigns, meeting sales quotas, developing effective pipelines, accurate revenue forecasting, and securing net new clients.

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.