Introduction
Your mission as Technology Sales Leader, is to drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You serve as the customer's strategic advisor to translate the customer's requirements into the right cross-Technology architecture, in context of use cases and critical technology decision points, to generate opportunity identification, and drive revenue growth.
Your role and responsibilities
Territory Management:
• Generating territory plans to determine areas for IBM Technology revenue growth by engaging the appropriate IBM & Ecosystem teams
• Being knowledgeable about your client's business and industry
• Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present
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• Managing, coordinating and leveraging IBM Partner Ecosystem resources to drive business value for the client
Sales Execution:
• Leading the IBM and Ecosystem team through the end-to-end sales process with a competitive mindset
• Identifying, assessing and closing new & existing business opportunities across the technology portfolio for assigned accounts
• Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisor
Managing Growth:
• Developing and progressing long and short-term pipeline across IBM Technology portfolio to grow clients IBM install base
• Balancing long-term strategic opportunities while generating short-term opportunities
• Successfully managing client renewals and expansion to increase their lifetime value relationships
• Positioning the value of IBM's technology portfolio in enabling client strategy versus the competition
Required education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Strong sales execution experience and client engagement skills
- Deep Knowledge of IBM's strategy and portfolio
- Ability to advise clients on the technical architecture needed to address their business requirements.
- Differentiate IBM in context of Client's industry
- Industry, business, and finance acumen to identify and progress opportunities
- Ability to tell and relate applicable IBM client zero stories to your client
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.
OTHER RELEVANT JOB DETAILS
Must have the ability to work in Canada without sponsorship.
This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.