Territory Sales Representative

Excellent onboarding will set you up for positive impact, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other managers and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM.

Your role and responsibilities

Our sales environment is fast-paced and supportive. Always connected to a wider team, you will be surrounded by other leaders and colleagues. People who are always willing to help and be helped compel clients to continually invest across IBM's suite of solutions.

A Federal Technology Portfolio Seller (Technolgy Sales Rep.) within IBM works as part of a team to support client transformation, adoption and consumption of IBM's hybrid cloud, data, and AI solutions. With knowledge of Federal customers and sufficient technical skills, you will translate customers' requirements into cross-product portfolio architecture and deliver effective messaging in the context of use-cases and critical, technology decision points.

Together with the team, you will strategically advise clients across business and technological matters. You will co-create across customer and IBM teams to prove the value of IBM's products, service and people through demos, proof of concepts (POCs) and minimal viable products (MVPs).

As a world-class, resourceful sales leader you will integrate a matrixed network of multi-skilled sales teams across IBM, third party seller Partners, and customers. Coordinating unique, experiential sales engagements, you will establish deep levels of trust that lead to increases in share-of-spend with Federal Civilian clients and IT investment decision makers.

Championing an entrepreneurial, growth-mindset, you will coordinate the delivery of value by focusing on a subset of Federal Civilian agencies, applying Federal industry expertise, and leveraging technology skills that drive accelerated value and success for clients. We are passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, and your clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may include, but not be limited to:

• Leading all aspects of your customer relationship and establishing IBM as a trusted partner, across IBM's entire technology portfolio, to drive strategic innovation and results - for IBM and your Federal Civilian clients.
• Combining contemporary cloud, data, AI, automation, security and /or storage skills with Federal expertise and an understanding of your client's business to influence strategy, deliver value and accelerate client success.
• Using implicit leadership to direct an extended IBM, client and /or seller Partner team through the end-to-end sales process; from creating new opportunities and progressing them to closure.
• Collaborating with other sales Leaders and customer contacts to frame the opportunities and business value in order to prioritize co-creation sales engagements.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Demonstrable track record of success in complex technology sales and account relationship /development environments.
• Solid credibility and confidence around data & AI, automation, cloud, security, and storage technologies, in addition to experience with contemporary methods for co-creating client solutions.
• Excellent people, communication, and collaboration skills, with a proven record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles.

Preferred technical and professional experience

Federal industry expertise or experience selling to Federal Civilian or other public sector clients.

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

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.