Introduction
A Technology Sales Specialist role within IBM Power means you're providing clients with the heartbeat of their digital enterprise. As a solution that's secure, reliable, scalable, sustainable, and can integrate with hybrid cloud and AI, you'll be co-creating with colleagues and clients to deliver the engine that sits at the centre of their digital transformation's success.
Your Role and Responsibilities
Execute Sales Plays for FinOps, Turbonomic, Apptio, Instana, and IT Automation solutions. Own and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue. Annual Target Revenue and Signings - Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling.
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Sales Strategies - lead the way to align IBM IT Automation portfolio with the client's strategic objectives - together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients.
Territory and Account Leadership - develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory.
Identify opportunities to be progressed with Business Partners, co-selling with those partners to increase productivity and drive demand generation.
Client Activities - together with sellers in the territory, actively understand each client's technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.
Business Planning - Develop cooperative closing strategy and tactics with sales management.
Trusted advisor - Establish strong management and CXO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client base.
Maintain internal CRM system with accurate client and pipeline information.
Required Technical and Professional Expertise
- Multiple years direct, face to face customer selling experience.
- Strong understanding of FinOps & IT Automation.
- Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire C-Suite.
- Demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations. Constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
Preferred Technical and Professional Expertise
- Experience selling into dedicated territory, and running sales cycle start to finish.
- Pre-existing client and / or Business Partner relationships within the Mid Atlantic geography United States.
- Understanding IBM's competitive differentiators in addition to our competition's place in the market.