Description

Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities
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, OI, and drive revenue growth.

  • Generating account plans and determining areas for IBM Technology revenue growth by engaging support of all IBM roles and partners, including Global System Integrators, Independent Software Vendor, and competitive landscape
  • Being curious about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology
  • Growing trusted relationships with the client through visibility and being present with them frequently
  • Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client
  • Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset
  • Identifying, assessing and closing new business opportunities across portfolio for assigned accounts

This is a sales position which is currently eligible for participation in an IBM sales incentive plan. The IBM Reference Salary range for this position is $189,000 – $351,000. The IBM Reference Salary is used to calculate your benefit entitlements and is your compensation when you are not actively participating in a sales incentive plan. Your total annual cash compensation opportunity in this position will be comprised of an adjusted reduced base salary and a targeted incentive opportunity under an IBM sales Incentive plan. Your ultimate Reference Salary within this range may vary depending on your job-related skills and sales experience for this position. Your actual compensation in this position may vary depending on your incentive plan, quota and performance in this position.

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


Preferred Technical and Professional Expertise
As above