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Introduction
A Technology Sales Specialist role (what we internally call a, ‘Brand Sales Specialist’/”Account Executive”) within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and co-create with clients on solutions that makes people more productive and improves business performance, so that they can change the world at a scale not previously possible.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities

• Automation is an imperative. Every business is now a digital business, and with that comes a massive proliferation of structured and unstructured data that can feel daunting. By using AI and automated tools, companies can make sense of all of that data to help automate discovery, decisions, and execution of tasks that would otherwise consume many hours of human labor.
• IBM has patents in our portfolio specifically for this, and we can automate many more processes across your enterprise than vendors that lack these advanced capabilities — so you can reclaim your time with intelligent automation.
• IBM’s Automation strategy relies on the powerful combination of automation and AI, focused on the needs of enterprises. This AI-powered automation strategy rests on four key strengths:
• We are the only company to offer a single platform for business and IT automation.
• We embrace unstructured data and know how to solve large-scale problems.
• We pull data from an ecosystem of sources, and we run on any cloud.
• We keep the human impact of automation at the center of all we do.
• Automation is about giving us more time and helping you use your day differently to focus on the things that matter most to you. Used wisely, automation can make us all more productive, more capable people.
• The solution is IBM’s Automation Cloud Paks. Consisting of four modular components, the IBM Automation Cloud Paks provide intelligent automation to automate IT Operations, Application Integration, Networking, and Line of Business operations.
• Cloud Pak for Watson AI Ops – Automation IT Operations to gain more visibility, optimize resources for better performance, and resolve complex IT issues quickly
• Cloud Pak for Integration – Automate application data flows to connect systems for better client experiences
• Cloud Pak for Network Automation – Automate networks to deliver zero-touch operations and deploy new 5G services faster
• Cloud Pak for Business Automation – Automate business operation to achieve better business performance

• IBM is looking for an Automation Sales Specialist who will be responsible for taking the Automation Cloud Paks to market. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives.
• This role has unlimited potential and is highly focused on the development of a territory while expanding IBM’s cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities.
• Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sellers will represent part of the IBM Cloud & Cognitive software portfolio and will become a part of the growth area within IBM.

Required Technical and Professional Expertise

• Multiple years direct, face to face customer selling experience
• Multiple years selling cloud software or SaaS solutions
• Multiple years selling IT Automation and/or Business Automation software solutions
• Experience selling IT solutions into one of the following industries: Public (State & Local) or Financial Services or Manufacturing or Travel & Transportation or CPG Retail or Federal or Telcos or Oil & Gas or Healthcare etc.
• Strong understanding of the following verticals: IT Operations, DevOps, Application Monitoring, Enterprise Integration, Business Process Management, Decision Management, ECM, and RPA
• Ideal candidates should have a passion for cloud technologies, solving customer problems, and winning every time
• You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• You demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
• You’re a pipeline generation master, expert in driving direct sales from first touch to close.
• You’re an entrepreneur – who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
• Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise

• Knowledge of IBM Hybrid cloud solutions
• Prior experience with AppDynamics, Dynatrace, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Pegasystems, Appian, etc.