Introduction
The Technology Sales Leader (TSL) drives the Technology strategy with customers focused around winning the platform and translating customer needs. The TSL has technical skills to translate a customer's requirements to the right cross-Technology architecture and deliver Level 2 messaging, in the context of use cases and critical architectural decision points. The TSL the customer's strategic advisor across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth. The role coordinates the client relationships, represents IBM for all brands, and builds growth plans to win in the market.
Your role and responsibilities
- Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions
- Develops and progresses opportunity pipeline across the technology portfolio to contracting and execution
- Identifies / Creates, Validates / Qualifies, Advances and Closes Opportunities
- Coordinates account team of technical and brand sales specialists and across partner and support roles
- Leverages marketing to drive customer lifetime value (LTV)
- Develop account strategy with the client and Account Technical Leader
- Generates account plans and determines areas for growth; owns forecast with Brand Sales Specialist
- Develops and grows trusted relationships at all levels within the client's business
- Leverages industry expertise to understand the client's business and investment priorities
- Incorporates the GSI, ISV, and competitive landscape into account strategy and plans
- Leads the IBM brand and technical team through the end-to-end sales process to progress and close opportunities with a competitive mindset
- Identifies, assesses, and closes new business opportunities across portfolio for assigned accounts
- Partners with Dealmakers and IBM licensing on behalf of the client and IBM
- Engages channel ecosystem where appropriate and guides clients to certified implementation partners Coordinates with technical experts as needed
- Develops and progresses pipeline in prioritized specialty area and across portfolio to grow existing accounts Balances long-term and short-term opportunities
- Prospects and generates strategic opportunities
- Partners with GSI and ISV ecosystem to influence client's decision making on behalf of IBM
- Successfully manages client support teams for mapped accounts to support renewals and expansion
- Positions the value of IBM's technology portfolio in enabling client strategy versus the competition
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Required education
Associate's Degree/College Diploma
Preferred education
Master's Degree
Required technical and professional expertise
- Knowledge across portfolio with capacity to major in areas not covered by Brand Sales Specialists, leveraging Technical SMEs (L2)
- Ability to articulate value of IBM Sales Plays based on client's business needs, strategy, and industry Ability to bring together an integrated POV / solutions to the client
- Understand how to coordinate and leverage Technology resources - Brand Sales Specialists, Dealmakers, digital sellers, etc. - to drive deal progression and closure
- Understand how to coordinate and leverage technical resources:
- Technical pre-sales to drive demand and deal progression
- Client Engineering to drive demand
- CSMs to drive deployment and consumption
- Understand how to coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client
- Ability to build and develop strategic, trusted client relationships
- Understand and apply consultative selling
Preferred technical and professional experience
- Healthcare provider industry experience
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
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.