zExpansion Seller

Job Description

ZTBA2018 ZSALES2018

What are the top responsibilities of this role?
Engage new and established clients in a value-add business conversation leveraging key success factors of the Mainframe and the Linuxone value propositions
Identify and properly qualify business opportunities
Help addressing client's availability, security and modernization challenges
Successfully interact with other IBM departments such as Software Sales, Sales Operations, Global Technology Services and Customer Success for the best client outcome
Develop and cultivate long term client relationships
Leverage IBM as a global company to achieve local business objectives.

Who are the primary teams this person will work with?
IBM Global Markets (Client facing, cross IBM organization)
IBM Systems (e.g. IBM Storage Systems, Solution Server Sellers)
IBM Z Software and Hybrid Cloud.
Finance and Operations
IBM Global Technology Services and IBM Technical Services
Channel and Ecosystem

What is the value proposition for this role? Why would someone want to be part of this group?
Over the past 5 decades the IBM mainframe has been the flagship of IBM's Systems lineup and the gold standard for security, reliability and massive transaction processing. As we take the IBM Z mainframe into the era of Cognitive and Cloud Computing we're looking for talented professionals to join us in this new era.
The world's top companies rely on the IBM mainframe to protect their data with impeccable security, run blockchain and machine learning applications and provide trusted digital experiences. Join us and be part of a diverse and global team of thinkers and doers and make an impact on the top banks and insurance companies, the largest airlines and most important government entities around the world.

Is industry experience required?
Industry experience in Financial Services, Government, Travel and Transportation are a plus.

What personality traits would make a person successful in this role?
Highly motivated, results orientated, independent, curious, trustworthy

Required Technical and Professional Expertise

​Minimum 3 to 5 years of relevant experience. Solid knowledge in selling solutions (such as Disaster Recovery, Test/Dev Modernization, Business Analytics, packaged applications such as payments, credit cards, and Blockchain along with the server platform in a highly competitive multi-vendor contexts).
One of the following: Analytics, Test/Dev modernization & DEVOPS, Security, Core Banking applications, Disaster Recovery, On Prem Cloud.
Server Sales experience.
Well organised, structured and able to articulate the IT solution and relate it with clients needs.
Experience in selling through Business Partners and Channel.
Highly confident and capable of delivering presentations to the client at ANY level, including C-level. Experienced in managing and winning competitive situations.
Experienced in selling.
Experience in value selling.
Being able to build a business case and compelling value tied to a solution and server platform.

Preferred Tech and Prof Experience

  • Experience in the Financial Services, Government or other industry
  • IBM mainframe knowledge preferred but not a prerequisite


EO Statement
IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


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