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
As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.
You will act as a strategic advisor for your clients and prospects and use consultative and value-based selling techniques to develop and maintain relationships with VP and C-level contacts to support delivering customer-desired outcomes. You will effectively coordinate activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with clients.
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Your primary responsibilities will include:
• Client Management and Value Definition: Effectively manage client relationships, define IBM's value proposition, and engage key decision-makers.
• Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.
• Responsible for selling the Application Automation and Data Integration portfolio in the territory - specifically IBM StreamSets and webMethods iPaaS
• Achieve/exceed quarterly and yearly revenue targets using approved business planning, account management, opportunity management, and monitoring processes tools.
• Drive and penetrate new and existing clients and meet with stakeholders (C level) within accounts selling collaboration solutions.
• Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable clients and positive brand/company awareness.
• Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition.
• Work with the ecosystem to increase visibility and propensity to win new logos and grow existing clients. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators.
Required Technical and Professional Expertise
• Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients and meeting and exceeding a quota
• Business Acumen and Communication Skills: Possess strong business acumen and effective communication skills.
• Engaging, Compelling, and Influential Communication: Ability to communicate in an engaging, compelling, and influential manner.
• Extensive experience selling with middleware technologies, cloud architecture, integration, API and data/ETL platforms.
• Extensive Consulting management experience including, business development, mentoring, technology solutions development and relationship management.
Preferred Technical and Professional Expertise
• Expertise in the Middleware and Data Integration market: Demonstrated knowledge and proficiency in the Middleware and Data Integration market, enabling you to consult with clients and build trust (training on IBM's Automation and Data offerings will be provided).