Introduction
Your mission is to provide a clear, single point of ownership structure, leading sales teams to drive integrated solutions, along with Ecosystem and other stakeholders, that deliver client value and achieve IBM business results, by painting a vision of how the application of IBM technologies and culture will solve client challenges and accelerate success.
You will build trusted client relationships at the highest levels by applying proven technical & industry expertise, and orchestrate account planning, strategy, and management. As the Country Leader for IBM in New Zealand, you will role-model IBM's culture, providing the team with a clear sense of purpose, building trust and fostering open dialogue with simplicity and transparency.
Want more jobs like this?
Get jobs in Auckland, New Zealand delivered to your inbox every week.
Your role and responsibilities
- Technical & Industry Expertise
- Maintaining up to date knowledge of technology, industry and trends to articulate the value of IBM products vs competitors.Presenting highly contextual insights into the benefits of emerging technology adoption
- Using technology expertise, experimental tools, appropriate architectural methods, thinking, processes, models and assets, to guide all solution design decisions and delivery of solutions to meet and exceed the business objectives of our clients' better
- Account Planning & Stakeholder Management
- Nurturing existing C-Suite and technology leader relationships and establish new longer-term relationships. Hosting client events, briefings, and other high value personalized interactions to deepen the overall relationships.
- Driving end-to-end sale of products, leading to consistent IBM Technology revenue growth and engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client
- Creating consistency within teams and extended teams (including Red Hat, Global System Integrators and other partners), centered around the IBM Client Engagement Model. Encouraging culture of quarterly account planning, opportunity standups, deals clinics, quarterly checkpoints, sales kickoff participation, continuous role-based learning, and sales discipline
- Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client
- Manage relationship with Ecosystem and drive actions/initiatives that lead to business growth
- Sales & Strategy Execution
- Leading the IBM team through the end-to-end sales process to progress and close opportunities with a competitive mindset, taking the One-IBM approach to achieve IBM Technology sales objectives
- Driving and promoting IBM integrated solutions, leading negotiations to secure wins
- Creating alignment between IBM and the client around the value we add to their environment
Required education
Bachelor's Degree
Required technical and professional expertise
- Strong sales execution experience and client engagement skills in Information Technology products and services
- Ability to advise clients on the technical architecture needed to address their business requirements
- Differentiate IBM in context of Client's industry
- Market, industry, business, and financial acumen to identify and progress opportunities
- Coach sellers to achieve business goals and create a motivated, engaged and high-performing team
- Strong leadership, communication, and presentation skills
Preferred technical and professional experience
- Deep knowledge of IBM's strategy and portfolio
- Prior experience of working with multinational Information Technology companies would be desirable and an innate ability to operate within a complex matrix management structure.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
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.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.