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Introduction

A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') 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

As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

You will act as a strategic advisor for your clients and prospects and use consultative and value-based selling techniques to develop and maintain relationships with VP and C-level contacts to support delivering customer-desired outcomes. You will effectively coordinate activities in accounts by engaging with other IBM Sales Specialists, Sales Engineers, Inside Sales, and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with clients.

Your primary responsibilities will include:

· Client Management and Value Definition: Effectively manage client relationships, define IBM's value proposition, and engage key decision-makers.

· Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.

· Responsible for selling the Automation portfolio in the territory - primarily IBM App & B2B Integration (IBM webMethods Hybrid Integration (iPaaS), Cloud Pak for Integration, API Connect, Sterling B2B/MFT, Aspera, MQ)

· Achieve/exceed quarterly and yearly revenue targets using approved business planning, account management, opportunity management, and monitoring processes tools.

· Drive and penetrate new and existing clients and meet with stakeholders (C level) within accounts selling collaboration solutions.

· Build key management relationships with a focus on new opportunities, customer success and satisfaction, resulting in referenceable clients and positive brand/company awareness.

· Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition.

· Work with the ecosystem to increase visibility and propensity to win new logos and grow existing clients. Must be comfortable and proven working in collaboration with Cloud Providers and Systems Integrators.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

· Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients and meeting and exceeding a quota

· Business Acumen and Communication Skills: Possess strong business acumen and effective communication skills.

· Engaging, Compelling, and Influential Communication: Ability to communicate in an engaging, compelling, and influential manner.

· Extensive experience selling with middleware technologies, cloud architecture, App integration, B2B, API Management and event streaming.

· Extensive Consulting management experience including, business development, mentoring, technology solutions development and relationship management.

· Experience selling software-based solutions, specifically into targeted accounts with large deal sizes

· Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts

· Ability to understand customers’ business, needs, challenges, and expectations

• Experience with Business Infrastructure concepts and technologies (API, SOA, B2B, iPaaS, Microservices, ESB, SOAP/REST, Docker, Kubernetes, VMWare, Red Hat OpenShift, Azure, GCP, AWS, Kafka)

Preferred technical and professional experience

· Expertise in the Middleware and App Integration market: Demonstrated knowledge and proficiency in the Middleware and AI market, enabling you to consult with clients and build trust (training on IBM's Automation and AI offerings will be provided).