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.
A natural at inspiring and motivating others, you'll support your digital sales squad and wider sales /marketing network through the end-to-end sales process.
Fusing best-in-class traditional and contemporary digital selling techniques (website lead nurturing, social selling, inbound follow-up, outbound outreach etc.,) you'll facilitate the successful landing of opportunities. From MQL identification to SQL qualification - through to pitch preparation and attendance; deal closure; product deployment, and user adoption growth. Additionally, developing and executing account and opportunity plans leading to the generation of both new business (new logo, cross-sell, upsell, consulting & training) and renewal business through software product license/subscriptions and service offerings.

• Subscription Renewals for the Federal Subsegment: Driving end-to-end Red Hat Subscription Renewals with clients and partners for all Red Hat products for North America - Federal Subsegment accounts. Collaborating with Red Hat teams to ensure alignment with client engagement and negotiations. Supporting territory strategy and planning and actively contribute to the account planning process.
• Sales Play and Value Proposition Communication: Understand critical sales plays and value propositions of Red Hat and support your teams in clearly communicating these to clients through various digital tools and techniques (Web, social, email, messaging apps, CRM outreach, etc.). In-depth understanding of the business value clients receives from using software, subscription, and support and the ability to clearly articulate this, have proficiency in objection handling and negotiation techniques during the sales process.
• Results-Oriented Culture Establishment: Establish a culture focused on results, anticipating and identifying inhibitors and best practices to accelerate business outcomes and enhance performance across the spectrum of Digital Sales.
• Operational Excellence and Performance Management: Manage key performance indicators and sales targets, process simplification, and resource optimization to improve productivity, progression, conversion, and yield. Understand existing clients' consumption, health of business, and buying cycles to accurately predict the potential and timings of deal closures.
• Red Hat Business Partnership: Builds and maintains relationships with key RH business partners in the Federal Subsegment and engages them with squad members as part of federal renewals management. Drives collaboration within the squad as well as with all Routes to Market (marketing, partners) as part of territory management.
• Sales Cadences and Business Reviews: Conduct weekly/biweekly sales cadences and quarterly business reviews, with a focus on core metrics, including validated close rates, up-sell/cross-sell results, validated lead revenue, and win revenue, along with sharing insightful lessons learned.
• Inspirational Sales Management: You will be an inspirational role model, creating a culture of sales and social selling excellence that delivers client and sponsor value.

• 10+ years of related experience.
• Leadership Experience: A career history of building, leading, and inspiring teams with a growth mindset, consistently over-achieving sales quotas.
• Proven Technical Acumen: Demonstrable technical acumen, with the ability to align clients' business needs with technology solutions and convey the business value in a way that is both easy to comprehend and compelling for investment.
• Strong People and Communication Skills: Possess palpable people, communication, and collaboration skills, with a proven record of networking, co-creating solutions, and influencing throughout the successful closure and post-closure of complex technology sales cycles (including deals of $100k+).
• Agile Techniques and Modern Sales Methods: Experience in utilizing agile techniques alongside contemporary technology sales methodologies (e.g., consultative or challenger selling) to deliver results swiftly and nimbly, ultimately guiding customers toward our products rather than leading with them.
• Excellent forecasting, prospecting, qualifying, closing skills and ability to build strong partner relationships.
• Experience with tools like Outreach, SalesLoft, Salesforce.com, LinkedIn Navigator
• English Language Native Level Proficiency

• Experience selling into large Enterprise clients
• Deep knowledge on Red Hat & IBM's Data, AI & Automation solutions
• Experience selling both Cloud and SaaS based solutions
• Experience selling Enterprise License Agreements
• Experience managing renewals business
• Experience working within the federal markets