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).
