About the job:
A zHW Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within IBM zStack will make you a key enabler to how our clients are building modern, hybrid cloud solutions, and modernizing their applications whilst embedding AI into all transactions and operations. A sales role here offers an abundance of opportunity that can only come when you're leading clients towards solutions that over 50% of the planet's IT workloads rely on to complete.
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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:
What is your mission?
Your mission as Brand Sales Specialist is to create demand and progress opportunities to close within your assigned territory, based on your deep brand expertise and in-depth knowledge of the competitive landscape. You partner with your clients to co-create brand specific solutions that address their business needs and drive client innovation. You navigate IBM to bring the right technical resources to drive sales wins.
What are you accountable for?
Role Focus
You are accountable for...
- Account Planning & Stakeholder Management
Supporting territory strategy and contributing to the account planning process for assigned accounts
Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps
- Sales Execution
Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client’s business needs and drive client innovation and how they compare to competitors’ offerings
Owning the E2E sales process for assigned offering portfolio and clients – from opportunity identification to deal closure
- Managing for Growth
Applying knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies
What capabilities do you need to build?
- Deep understanding of relevant brand products to sell using product demonstrations, storytelling and whiteboarding.
- Understanding of Ecosystem and Partner's footprint and capabilities/competencies within your territory.
- Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract.
- Engage other IBM teams and subject matter experts (e.g., Brand Technical Specialist, Client Engineering, Customer Success Manager) early in the sales process to accelerate deal progression, customize client experiences, win the deal and grow software consumption.
Required Technical and Professional Expertise
Self motivation and continuous passion for learning.
Excellent communication and presentation skills that are equally engaging, compelling and influential. Information Technology, Computer Engineering or Computer Science educational background is preferred.
Preferred Technical And Professional Expertise
None.
