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Introduction

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, let's talk.

Your role and responsibilities

IBM Technology Sellers drive the Technology strategy with customers, focused around winning the platform and translating customer needs.

* The Technology Seller has technical skills sufficient to translate a customer’s requirements to the right cross-Technology architecture and deliver Level 2 messaging, in context of use cases and critical architectural decision points.

* The Technology Seller has executive presence to be the customer’s strategic advisor across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth.

* Technology Sellers win Technology Decision Points and close deals by using knowledge of strategic offering value proposition and understanding use cases for all solutions.

* They develop and progress opportunity pipeline across the technology portfolio to contracting and execution; coordinate an account team of technical and brand sales specialists and across partner and support roles; and leverage marketing to drive customer lifetime value.

Account Planning & Stakeholder Management

* Being curious about client’s business and industry, spending a significant amount of time researching your client, the industry, competitors, and relevant technology.

* Growing trusted relationships with the client through visibility and being present, being well-prepared, and being relevant (with high degree of frequency).

* Building account plans and determining areas for IBM Technology revenue growth by engaging stakeholders within IBM.

* Manage, coordinate and leverage IBM and Partner/Ecosystem resources, if applicable, to drive business value for the client.

Sales & Strategy Execution

* Leading the IBM team through the end-to-end sales process to progress and close opportunities with a competitive mindset.

* Identifying, assessing, and closing new business opportunities across portfolio for the account.

* Managing Growth

* Developing and progressing pipeline in prioritized specialty area and across portfolio to grow the account.

* Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities.

* Successfully managing client support teams to support renewals and expansion.

* Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition.

Required technical and professional expertise

* Strong sales execution experience and client engagement skills.

* Ability to advise clients on the technical architecture needed to address their business requirements.

* Proven ability to differentiate IBM in context of Client’s industry. Industry, business, and finance acumen to identify and progress opportunities.

* Deep business, functional and technical expertise related to Data and AI, Automation, Hybrid Cloud, and Infrastructure - and alignment to IBM portfolio offerings.

Preferred technical and professional experience

* Domain expertise in the Financial Services industry and global ecosystem of partners, utilities, governments, and regulators.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.