Introduction
The sales teams at IBM are world-renowned for being industry's top experts in the profession. As a Seller at IBM, you will have the opportunity to leverage one of the most innovative and extensive portfolios of products and services to bring best-in-class solutions to IBM's clients. Work with world-class organizations to help them understand how IBM solutions can contribute to their overall success, while mastering business relationships to become their trusted advisor.
Your Role and Responsibilities
The System Z Hardware Brand Sales Specialist is responsible for the overall sales strategy that drives closure of System Z Hardware Solutions in the Financial Services Market. Executive communication and coordination are critical to the success of our engagements. The zHW Brand Sales Specialist will lead the development of opportunity win plans, including leveraging IBM senior executives, technical resources, and the broader IBM team to progress and close System Z engagements. The zHW Brand Sales Specialist must be comfortable developing materials and presenting to senior executives, which can include the CIO, senior level IT and Line of Business VPs. They are required to have a demonstrated understanding of the client's business, goals, strategies as well as industry trends and directions and competitive offerings. This seller is responsible for coordinating multi-disciplined solution teams and integrating System Z products and offerings required to meet the client business needs. They will lead multiple opportunities concurrently, although typically in different sales stages, and have assigned individual revenue targets.
Want more jobs like this?
Get jobs delivered to your inbox every week.
The zHardware Brand Sales Specialist maintains contemporary technical skills and offering knowledge, and leverages brand portfolio to drive customer value. This seller proactively drives strategy, qualification, sale, and closure of opportunities for Z offerings and use cases while overseeing the complete sales process. Role includes cross-brand teaming with client teams, technical brand experts, IBM Finance, Expert Lab Services, zBrand resources, complex deal-makers, pricers, and Business Partner ecosystem (as applicable). Responsible for identifying/qualifying/progressing opportunities, developing deliverables such as client proposals, presentations and Total Cost of Ownership analyses, providing IBM Financing alternatives, and as required, contract negotiation to gain client agreement to move forward with the proposed IBM solution.
In a typical day/week, this Brand Seller has significant impact on Business/Scope:
• Accountable for business unit and specific personal objectives, including revenue and assigned quota.
• Develops the tactics that will win the business, including teaming and competitive strategies.
• Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.
• Has overall responsibility for business/pipeline development and quota attainment.
A successful Brand Sales Specialist:
• Leads the business pipeline development for System Z hardware.
• Demonstrates hunter mentality/approach to prospecting, including direct account/contact communication, community networking, partner channel, and the broader IBM ecosystem.
• Develops client deliverables, such as proposals, presentations, TCO analyses, and as required, unique contract terms.
• Drives and manages an effective partnership with clients through contact with executive management and individuals who influence executive team.
• Makes decisions based on scope of the deal and possible trade-offs to best meet clients' objectives within the limits necessary to win the business.
• Applies creativity and judgment in developmental work on opportunities or other projects within the business environment.
Required Technical and Professional Expertise
We are seeking a seller who has these attributes and experiences:
• High performer with proven success record and at least 3 years of experience in hardware sales, preferably mainframe sales.
• Demonstrated ability to understand the competitive landscape with regard to enterprise IT Infrastructure, competitive software vendors, competitive platform vendors including an understanding of on-premise as well as cloud-based offerings.
• Passionate about enterprise computing, AI, and cloud computing trends and technologies, and possesses a keen knowledge of the needs for clients within the market supported.
Preferred Technical and Professional Expertise
• Minimum of 5 years of experience in System Z or enterprise hardware/software sales.
• Financial Services market knowledge to be a trusted client advisor in addition to competitive market landscape in mainframe and/or Linux workloads.
• Deep expertise of IBM System Z portfolio including LinuxONE.