The ideal candidate will need to demonstrate a successful sales track record with customer contact points ranging from the CXO level to the operational teams. Your responsibilities will include building and developing a set of clients (new and existing) across your territory, so as to build and manage a sales pipeline focused on driving revenue, adoption, and market penetration. You will need to engage and team with other sales, solutions architect, client units and our ecosystem. The successful candidate will be able to demonstrate technological curiosity when interacting with customers and colleagues. You should have a demonstrated ability to think strategically and analytically about business, solutions, and challenges as well as build and convey compelling value propositions and work cross-organizationally to build consensus.
Your Role and Responsibilities
You will be part of a sales and technical team focusing on organizational and infrastructures transformation projects for IBM client and prospects with the following key activities:
Define his future territory plan growth strategy and ambition and ensure a management system excellence
Control the pipeline progression and drive the business sale cycles to achieve signing, revenue and profit targets
Engage client conversation and be able to understand detailed customer needs so as to explain how our solutions can meet those needs, and coordinate our response for proposal
Articulate our enterprise point of view in relation with Client challenges around their transformation
Develop long term relationships with key customer, decision makers, and C Levels who drive long-term transformation within their company, as well as Ensure customer satisfaction
Required Technical and Professional Expertise
More than 10 years of success in consultative selling required within large and complex organizations with proven territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and deal negotiation required
5 years of significative sales experience into the cloud services domain with a focus on cloud application development and cloud infrastructure technologies preferred and effective
Successful partners track record: understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs preferred
Preferred Technical and Professional Expertise
You are used to apply a strong Leadership to orchestrate and influence virtual teams to identify opportunities, pursue sales, combined with team player and collaborative skills
You already demonstrated strong business development, sales, negotiation skills, ability to build relationships, excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations (comfortable presenting to both small and large audiences)
You are results oriented, highly organized, self-motivated and able to work with minimal supervision, even in highly complex situations and environments
You are familiar with resolving customer problems through cloud technologies, specifically solutions related to cloud native apps - containers & serverless, microservices, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevSecOps
Innovative and creative in solving complex problems
About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.