Your Primary Responsibilities Will Include:
Cultivating Collaborative Culture: Cultivate a growth mindset to foster a collaborative and resilient results-oriented culture with a passion for winning.
Product Adoption: Help land and expand adoption of products across IBM’s portfolio by demonstrating value in the context of clients’ business, industry, and competitor landscape.
Client Technology Experience: Own and lead a client’s experience of IBM technology and define use-cases from their technical strategies.
Customer Engagement: Engage customers in experiential workshops and collaborate with Client Engineering and Customer Success teams to shape sessions that produce transformation-inspiring prototypes, compelling long-term investment.
Industry Expertise: Maintain deep expertise in industry trends and their contemporary application to solving enterprise-scale technology problems.
Required Technical and Professional Expertise:
Technical Expertise: Deep technical and architectural expertise across a variety of technologies, including cloud (with general container skills), business automation, and infrastructure.
Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.
Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure, and post-closure expansion of complex technology sales cycles (c. $100k – $1 mil+ deals).
Sales Techniques: Experience of successfully applying Consultative/Challenger sales techniques that ‘lead to solutions’ vs. ‘lead with solutions.
Agile and Best Practices: Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that’s both nimble and fast.
Preferred Technical And Professional Expertise:
IBM Technology Proficiency: Proficiency in a wide range of IBM’s technology solutions, including Cloud, Data & AI, and more (training in IBM’s products will be provided).
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