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, lets talk.
Your Role and Responsibilities
IBM is looking for an Automation Sales Specialist who will be responsible for taking the Automation Cloud Paks to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.
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Required Technical and Professional Expertise
• 3+ Years direct, face to face customer selling experience
• 3+ years selling cloud software or SaaS solutions
• 2+ years selling IT Automation
• 2 years minimum experience selling IT solutions into one of the following industries: Public (State & Local) or Financial Services or Manufacturing or Travel & Transportation or CPG Retail or Federal or Telcos or Oil & Gas or Healthcare etc.
• Strong understanding of the following verticals: Software Networking, IT Automation, FinOps
• Ideal candidates should have a passion for cloud technologies, solving customer problems, and winning every time
• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• You demonstrate a true "value based" sales approach and have experience explaining complex ROI models to C level customers.
• You're a pipeline generation master, expert in driving direct sales from first touch to close.
• You're an entrepreneur - who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
• Ability to collaborate with teams within IBM and partners externally
Preferred Technical and Professional Expertise
• Knowledge of IBM AI Ops, FinOps, and IT Automation solutions.
• Prior experience with Dynatrace, Big Panda, Datadog, AppDynamics, etc.
• Demonstrated 3-5 years of experience in leading complex deals and value-based selling.