Introduction
IBM offers a world-class public cloud. But what sets us, and your career apart is our approach to hybrid cloud.
A Sales Alliance Leader role in IBM Public Cloud means a career where you're leading alliances with strategic industry partnerships, other IBM business units, and prospective clients towards IBM Public Cloud IaaS and PaaS 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 world's 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
• Provide guidance & leadership for all regions through expert sales pursuit and qualification practices
• Clients always come first, this includes working with squad leaders, sales/tech cloud team on account planning, collaboration, etc.
• Drive new signings that increase MRR for public cloud with cloud sales/tech account teams; with focus on near term revenue
• Become trusted advisor within account teams
• Provide enablement to sales teams (teach how to fish) for broader scale and in-market impact
• Develop, track, and modify business plan for market around related Public Cloud offerings (including use case development and targets)
• Execute Business Development (events, engagements, conferences) to drive new opportunity identification
• Build relationships with appropriate ecosystem partners by demonstrating value around related Public Cloud offerings
• Build relationships with appropriate Offering Management around related Public Cloud offerings
• Deal review governance, assistance in progression
Required Technical and Professional Expertise
• Broad Understanding of IBM Cloud, Sales Plays, and related offerings
• Aligned within a Market and has a primary "specialty" focus area (eg, HPC, PowerVS, VMWare, and Satellite/ROKS/IKS)
• Broad understanding of IBM Public Cloud Portfolio
• Broad understanding of IBM Technology Products
• Broad understanding of Cloud Architecture and Cloud Adoption Frameworks
• Able to operate cohesively while participating as part of a broad client team
• Able to successfully support the sales process, progress and win Cloud Platform opportunities with the in-market sales/tech cloud account teams
Preferred Technical and Professional Expertise
• Depth and breadth of knowledge regarding IBM Cloud to consult and advise, and quickly grow your reputation as the credible, trusted advisor. (Training on IBM's Cloud offerings is provided).
• Awareness of IBM Cloud strategic initiatives, such as, FS Cloud, SAP, VMWare, and PowerVS.
• Experience with creating and presenting performance management scorecards for strategic initiatives and sales programs.