Job Description
IntroductionIBM is empowering organizations to reinvent themselves and change the way they run their business, by applying automation to achieve digital transformation and to scale their business operations to become more flexible and competitive.
The IT Automation Brand Specialist will be responsible for leading the selling efforts for IBM IT Automation Software solutions to the clients in various industries. Responsibilities include building the partner ecosystem, calling on clients and presenting the benefits of IBM IT Automation Solutions.
Must have experience with IBM’s IT automation portfolio, competitive landscape, a proven track record of selling to the various segments and industries. They will focus on customer success and increasing the client's IBM IT automation footprint. The brand specialist must have a history of communicating solution values of products and solutions, and understanding of client’s needs. Responsible for increasing sales in their assigned territory by working collaboratively with a technical resource. The Sales Leader will manage accounts by building and fostering client relationships and prospecting existing accounts and mining greenfield opportunities
Your Role and Responsibilities
The Account Technical Leader (ATL) plays a pivotal role as the owner of the technical agenda for their dedicated customers, serving as a trusted advisor. They deliver value by offering a strong point of view (POV) and by actively shaping and accelerating their client's digital transformation and modernization journey through experiential engagements. The ATL achieves this by effectively leveraging the extended IBM Team, which includes Technology Sellers, Brand Sales/Tech, Customer Success, and Client Engineering (Garage). They translate their trusted relationships into revenue investments that drive tangible outcomes for their clients.
Required Technical and Professional Expertise
Ability to suggest, demonstrate, and apply innovation.
Hands-on-keyboard technology skills. Ability to demonstrate a technical capability through demonstration over showing a slide deck.
Hardware and Software Architectural, technical selling and presentation/demonstration skills.
An ability to translate detailed and complex technical concepts to client and internal stakeholders at every level of communications.
Deep technical and architectural expertise across a variety of technologies including (but not limited to) cloud (IBM Cloud, AWS, Azure - with general VMware and container skills), business automation, and infrastructure (including System z).
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.
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. Experience of successfully applying Consultative /Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions.’
Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that is both nimble and fast.
Preferred Technical and Professional Expertise
10+ years of experience in the IT or Finance industry.
Experience working with a broad spectrum of IBM's technology solutions – Cloud, Data & AI etc.
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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.
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