Technology Expert Labs Specialist for WebMethods

Your Role and Responsibilities:

As a Services Product Manager, you will design, build and launch services that are deliver by our Technology Expert Labs teams. Your role is directly linked to helping the team stay ahead of the technical skills needed to help clients accelerate the adoption and deployment of IBM technology to address the customer's challenges. As a change agent, you'll work in collaboration to growth the business thru automation and standardization processes based on proven best practices. In collaboration with a cross function team, you'll lead the strategy to build the practice with emerging techniques and solutions globally.

We're passionate about success. If this role is right for you, then your achievements mean your career is flourishing, your teams are succeeding, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to...

• Improving Delivery Processes: Working with the Delivery Consultants and Product teams to optimize processes and resolve services delivery issues.
• Solution Documentation and Sizing: Partnering with both pre and post sales delivery teams to document and size solutions for customers.
• Data-Driven Solutions for Opportunities: Championing new solutions based on data and delivery outcomes for untapped opportunities
• Building Successful Relationships: Developing successful relationships with all levels internal and external to IBM- from engineers to CxOs- with experience of navigating challenging debate to reach health resolution.
• Self-Motivated Problem Solver: Demonstrating a natural bias toward self-motivation and initiative in addition to navigating data and people to find answers and presenting solutions.
• Communication: Strong communication skills (written and verbal).

Your role and responsibilities

As we tackle the world's biggest challenges, IBM continues to grow, and we're looking for talented Technology Expert Labs Seller to join us in this new era. Be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world's top business and technology professionals.

IBM Expert Labs has 2,500+ services experts available globally that provide the specialized skills and expertise our clients need to achieve the highest return on their investment in IBM Software (Data, Automation) and IBM Infrastructure including Systems (Storage, Power, System z) and IBM Cloud. In addition to our internal consultants, a significant portion of our sales includes services from our Ecosystem / Business Partners.

We are looking to hire a Services Sales Professional that is passionate about helping clients, driving outcomes, and meeting sales targets. In addition to building strong client relationships, you will be responsible for profitable services sales for product category webMethodes and streamSet signings (ACV) and revenue.

You are a competitive, consultative seller who loves to solve problems and win deals. You listen to understand client needs and desired outcomes-and you sell the solution to achieve that outcome. You sell solutions via a consultative approach-e.g. you sell the outcome to the client proposing the right services to meet their needs.

Key Responsibilities:

• Achieve services signings and revenue targets quarterly and annually within webMethodes and streamSet.
• Create, manage and prospect sales pipeline to achieve assigned territory quota, including territory plans to achieve full year targets.
• Accurately forecast your sales pipeline on a weekly, monthly and quarterly basis.
• Generate new signings by building client relationships and teaming with IBM Technology software, hardware and cloud sellers, as well as BP sellers, to attach services to our product deals.
• Team up with IBM technology sales supporting units like presales, CSMs, Client Engineering etc. to secure billable deployment on selected IBM solutions.
• Manage relationships and work closely together with IBM Consulting and our Ecosystem / Business Partners where appropriate to ensure desired client outcomes.
• Scope, validate and win services deals, leverage team of enterprise architects, technical principals, proposal leaders, and delivery consultants.
• Prepare and present services configurations and pricing for the solution, negotiate the terms, conditions and pricing.
• Know and systematically manage the steps to closure.
• Once the deal is signed, work closely with the service delivery manager to transition to perform by ensuring the scope and expectations are understood, ensuring project success.
• Following closure, you will be responsible for maintaining the customer relationship to upsell future services to generate new pipeline.
• Lead post-signature activities for contract integration, change management, governance activities, up sells and renegotiations.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

Key Skills:

• Achievement of sales quotas
• Strong customer and partner relationships
• Strong IBM teaming skills cross units
• Services Sales experience
• Project management and delivery knowledge
• IBM product knowledge
• Facilitate and architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes
• Territory management
• Forecast management
• Sales execution skills
• Prospecting skills
• Negotiation skills
• Closing skills
• Presentation skills
• Self-confidence

Required Technical and Professional Expertise

• 3-5 year of enterprise sales experience
• Solid record of achieving sales targets
• Client relationship skills
• Ability to work in a fast-pace, cross functional team

Preferred Technical and Professional Experience

• Knowledge of IBM Software, specifically within webMethodes and streamSet, Hardware, System z, and Cloud-based software technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio.

Preferred technical and professional experience

Key Skills:

• Achievement of sales quotas
• Strong customer and partner relationships
• Strong IBM teaming skills cross units
• Services Sales experience
• Project management and delivery knowledge
• IBM product knowledge
• Facilitate and architect complex solutions using multiple offerings and technologies to delivery desire customer outcomes
• Territory management
• Forecast management
• Sales execution skills
• Prospecting skills
• Negotiation skills
• Closing skills
• Presentation skills
• Self-confidence

Required Technical and Professional Expertise

• 3-5 year of enterprise sales experience
• Solid record of achieving sales targets
• Client relationship skills
• Ability to work in a fast-pace, cross functional team

Preferred Technical and Professional Experience

• Knowledge of IBM Software, specifically within webMethodes and streamSet, Hardware, System z, and Cloud-based software technologies, including OpenShift and IBM Cloud products such as IBM Cloud Paks portfolio.

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.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.