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Storage Technology Sales Specialist



IT, Sales & Business Development
Posted on Tuesday, January 30, 2024
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
The IBM Global Storage Business Development Team is looking for a seasoned Sales Professional who would develop and execute strategies in support of the Storage Brand, help to support and grow sales with existing partners in Americas identify and establish new partners, all resulting in meeting or exceeding storage sales budgets. The BDE will be responsible for supporting Americas sales teams, providing ongoing management of existing partners, identify a pipeline of potential new partners, establish partner contacts, organize briefings, deliver product and relationship briefings, structure proposals, negotiate agreements, and have a deep understanding of CRM’s to elevate the ESA business across IBM.
Achievement of goals requires working closely with the broader IBM Systems teams to understand the various product portfolios and roadmaps, workloads, routes-to-market, technologies, business objectives, and understanding existing and potential new partner’s business objectives, and to structure deals to maximize value for both IBM and the partner. This is an opportunity to engage directly with key industry partners and to establish and develop long term relationships and strategies, for on-going business benefit.
If you are an established Business Development Executive, a leader, a self-starter with a strong sense of urgency, resourceful, and a creative yet strategic thinker, then this is the role for you.
Key responsibilities include the following:
  • Provide subject matter expertise for storage products and roadmaps, processes, technologies, and routes-to-market, to support offering development, regional sales teams and partners.
  • Contribute to the development and implementation of strategies and plans which will increase sales and profits of both existing and prospective new partners.
  • Provide partner relation management, act as primary point of contact for a partner, identify key executive, business and technical contacts at the partner and coordinate execution of sales plans.
  • Identify new partner opportunities by analyzing IBM strategy, industry strategy, technology shifts, and to create strategic and tactical plans to sign and onboard new partners.
  • Provide regular pipeline and cadence reporting to management.
  • Contribute to product development by obtaining feedback from partners, and coordinate requests to develop new and competitive products to meet market needs.
  • Manage existing partner agreements and lead the negotiation and signing of agreements with new partners. Familiar with, and the ability to successfully negotiate all forms of agreements; NDA’s, MOU’s, Term Sheets, Loan Agreements, SOW’s, OEM and ESA Agreements.
  • Build and maintain good working relationships with headquarters-based functional teams; Executive, Brand, Development, Legal, Trust and Compliance, Field Support, Pricing, Finance, etc.), and serve as the liaison between regional sales teams, partners, and such headquarters-based functions.
  • Frequent travel throughout North America sales, to execute strategic and tactical business plans, deliver storage strategy, roadmaps and storage product training, negotiate contracts, close large sales opportunities, resolve customer satisfaction issues, etc.
  • Attend regional and national trade shows and conferences to build contacts with potential new partners to create new business opportunities. Responsible for developing and implementing strategies for maximizing show success.
  • Develops and executes programs to enhance product and brand awareness.
  • Grow storage skills by continually updating your storage knowledge in the following areas; IBM storage roadmaps and strategy: hardware, software, as a service offerings, Spectrum Fusion, industry trends, competitor trends etc.

Required Technical and Professional Expertise

For this IBM role, we require:
  • 10+ plus years BDE and / or client engagement experience within the technology industry and a strong preference for storage, server and networking technologies
  • 10+ years direct client engagement experience with CxO audiences and executive communication skills
  • Deal negotiation and complex contract negotiation experience
  • Global experience with Go to Market strategies
  • Project management experience, ability to multi-task and flexibility with varying priorities based on the needs of the business
  • Ability to operate and influence in highly matrixed, global team environment
  • Bachelor degree with preference for engineering, software, or related scientific field; a master’s degree or doctorate preferred
  • Excellent written and verbal communication, especially the ability to be persuasive, excellent coaching skills; ability to observe, evaluate, and give meaningful feedback

Preferred Technical and Professional Expertise

  • Storage Market Expertise: Storage market knowledge to be a trusted client advisor (training on IBM’s Storage offerings is provided).