Introduction
A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.
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
As a Sales Leader at IBM, you will play a pivotal role in driving revenue growth and fostering client relationships within your assigned territory or industry vertical. You will lead a team of talented sales professionals, providing guidance, support, and strategic direction to achieve sales targets and deliver exceptional customer experiences.Key Responsibilities:
- Team Leadership: Lead, inspire, and develop a high-performing sales team to achieve and exceed revenue targets. Foster a culture of collaboration, accountability, and continuous improvement.
- Sales Strategy: Develop and execute comprehensive sales strategies aligned with IBM's business objectives and market opportunities. Identify new business prospects, markets, and growth areas to drive revenue growth and market share expansion.
- Client Engagement: Build and nurture strong relationships with key clients and stakeholders, understanding their business challenges and objectives to position IBM's solutions effectively. Drive customer satisfaction and loyalty through exceptional service delivery and value creation.
- Pipeline Management: Drive the sales pipeline from lead generation to closure, ensuring timely and accurate forecasting, qualification, and prioritization of opportunities. Implement best practices for sales process optimization and efficiency.
- Cross-functional Collaboration: Collaborate closely with internal stakeholders, including marketing, product development, finance, and delivery teams, to align sales efforts with overall business strategies and maximize client impact.
- Performance Management: Monitor and analyze sales performance metrics, identifying areas for improvement and implementing corrective actions as needed. Provide regular performance feedback, coaching, and training to empower the team to achieve their full potential.
- Market Intelligence: Stay abreast of industry trends, competitive dynamics, and market developments to inform sales strategies and positioning. Leverage market insights to identify emerging opportunities and stay ahead of the competition.
Required Technical and Professional Expertise
- Multiple years of Sales Leadership experience at either IBM or similar space.
- Experience with leading both enterprise and commercial sales teams.
- Experience leading teams of a minimum of 8-10 people
- Has successfully implemented MEDDPICC or similar value selling methodologies
- Proven track record of past success managing 9-10 figure annual targets
- Experience in large, matrixed sales environments
Preferred Technical and Professional Expertise
- Data & AI Market Knowledge: Expertise in the Data & AI market to serve as a trusted client advisor (training on IBM's Data & AI offerings will be provided)