IBM
Sales Business Partner Specialist Leader- Application Modernization Professional
IBM, Milwaukee, Wisconsin, United States, 53244
IntroductionAt 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 ResponsibilitiesAt IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM’s Data and AI sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our clients to succeed.
As an IBM Application Modernization BPS-T Sales Leader, you will:Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications and DevSecOps solutionsSupport solution co-creation with Business Partners and sellers and provide use case expertise for portfolio of Application Modernization and Automation offeringsOwn and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue.Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based sellingLead the way to align IBM Application Modernization portfolio with the client’s strategic objectives – together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clientsEstablish strong management and CXX relationships based on knowledge of client requirements and commitment to value.Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives and Business Partners.Develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territoryDevelop cooperative closing strategy and tactics with sales management.Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client baseMaintain internal CRM system with accurate client and pipeline information
Required Technical and Professional ExpertiseDirect, face to face customer selling experienceStrong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, KafkaProven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire C-suiteDemonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership, IBM’s sales leadership and Business Partners.Excellent interpersonal and communication (oral and written) skills at all levels of an organizationConstantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.Ability to build and maintain positive business relationships with peers, clients and IBM ecosystem.
Preferred Technical and Professional ExpertiseKnowledge of Hybrid cloud solutions.Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.Experience in leading complex deals and value-based selling.Experience selling cloud software or SaaS solutionsExperience selling Enterprise Integration software
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Your Role and ResponsibilitiesAt IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM’s Data and AI sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our clients to succeed.
As an IBM Application Modernization BPS-T Sales Leader, you will:Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications and DevSecOps solutionsSupport solution co-creation with Business Partners and sellers and provide use case expertise for portfolio of Application Modernization and Automation offeringsOwn and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue.Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based sellingLead the way to align IBM Application Modernization portfolio with the client’s strategic objectives – together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clientsEstablish strong management and CXX relationships based on knowledge of client requirements and commitment to value.Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives and Business Partners.Develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territoryDevelop cooperative closing strategy and tactics with sales management.Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client baseMaintain internal CRM system with accurate client and pipeline information
Required Technical and Professional ExpertiseDirect, face to face customer selling experienceStrong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, KafkaProven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire C-suiteDemonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership, IBM’s sales leadership and Business Partners.Excellent interpersonal and communication (oral and written) skills at all levels of an organizationConstantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.Ability to build and maintain positive business relationships with peers, clients and IBM ecosystem.
Preferred Technical and Professional ExpertiseKnowledge of Hybrid cloud solutions.Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.Experience in leading complex deals and value-based selling.Experience selling cloud software or SaaS solutionsExperience selling Enterprise Integration software
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