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Introduction

A Brand Technical Sales Specialist role within IBM Technology Lifecycle Services (TLS) means co-creating and co-developing solutions with clients and colleagues in one of the most trusted, respected and awarded teams in it's space. When clients want and all inclusive HW Resell & Support solution they think of IBM TLS. A career with us gives you exceptional sales exposure to the latest technology; the brightest thought-leaders to learn from; and the most influential clients to help shape the world with.

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 invests in IBM's products and services.

Your role and responsibilities

The MVS Brand Technical Specialist, specifically Dell and OEM Server Resell, will be responsible for driving the sales and adoption of Dell and other OEM Servers sales and support. This position will require a deep understanding of the underlying technologies and tools available in the Dell and OEM Server ecosystem as they relate to hardware and resell solutions, as well as the ability to position these technologies in a way that is impactful to the client. The sales specialist will work in a team selling setting and must be able to manage across organizations, worldwide geographies, and industries.

With excellent communication and empathy, you'll work closely with clients to develop trusting, long-term relationships to understand and promptly respond to their needs. You'll show them how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Your primary responsibilities will include:

• Leading Complex Dell and OEM Server Resell Deals: Lead, plan, design, negotiate, and close large, complex technology deals that often involve multiple cross-brand networking solutions
• Articulating Business Value: Skillfully articulate the business value of partnering with IBM, ensuring the legal and accounting integrity of transactions throughout the contract's duration
• Structuring Contracts for Long-Term Success: Structure contracts with an emphasis on long-term revenue and profit while developing innovative business and financial models to meet evolving client requirements
• Contributing to Account Strategy: Actively contribute to account strategy, focusing on building continuous business and financial value through the IBM and client partnership.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Sales Process Leadership: Demonstrated capability in effectively steering the enterprise sales process, from establishing the initial vision to concluding negotiations successfully
• Shaping Deals for Measurable Client Outcomes: Proven proficiency in contract management, licensing, and financial sales, enabling the development of deals that yield quantifiable client results while aligning with business strategies
• Relationship Building: Outstanding track record in forging robust relationships with key stakeholders, encompassing both external clients and internal collaborators at IBM. This achievement is based on active listening and transparent communication.
• Extensive working knowledge of business development around Dell partner programs, OEM Resell, OEM software adoption, and creation and implementation of Dell partner Go to Market strategies.
• Problem Solving: Success will be dependent on the resource’s ability to develop and implement a Go to Market strategy within an IBM organization what is relatively new to the Dell & Oem Server project-based services business.
• Contribution: Work with multi-functional sales/solution teams in the area of Dell resell & support development and enhancement. Influence people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Be recognized as an expert in their field.

Preferred technical and professional experience

Demonstrating expertise in the IBM Technology Lifecycle Services (TLS) market and establishing trust as a valued advisor for clients (training on IBM's TLS offerings will be provided).