Passer au contenu
Introduction

The main task of a Technology Sales Representative (TSR) at IBM is to drive revenue growth and generate new business (cross-/upsell) in one or more defined accounts through targeted sales strategies, sales execution, and leadership of the extended IBM team in order to achieve the set goals.
The focus is on building and maintaining trusted customer relationships at various levels and especially at the CxO level. 

The TSR orchestrates internal and external resources to address complex customer requirements with suitable IBM solutions. They combine deep technical and industry-specific knowledge with a clear focus on deal closure and sustainable business development. At the same time, they foster a culture of collaboration and innovation within the sales team and with business partners who are the main route to market in this client sector.

Votre rôle et vos responsabilités

Whom do we search: 
* Relationship-Oriented: Builds trust at all levels (CxO to operational departments).
* Curious & Creative: Actively seeks new solutions and opportunities.
* Analytical & Structured: Strong decision-making and prioritization skills.
* Self-Motivated: Acts independently with a strong drive to close deals.
  * Balanced: Strikes a balance between ambitious growth and sustainable customer satisfaction.
* Humble Leadership: Works cooperatively, motivates teams, acts as a coach.

Formation requise
Licence
Formation préférée
Master
Expertise professionnelle et technique requise

Skills required: 
  * Strong Sales Execution: Hunter mentality, closing experience, confident management of complex sales cycles.
  * Cold calling, relationship building, and maintenance with C-level decision makers
  * Industry & Business Acumen: Understands customers' business models, financial metrics, and industry trends.
* Technological Understanding: Can interpret technical architectures and advise customers. Knows the IBM cross-portfolio and can convey IBM's platform strategy for Data, AI, Automation, Hybrid Cloud, and Hardware.
  * Strategic Planning: Account planning, stakeholder management, and use of the IBM partner ecosystem.
  * Communication Skills: Ability to formulate convincing value propositions and use storytelling (including Client-Zero examples).
  * Leadership & Governance: Ability to motivate and lead the extended IBM team. Strong governance skills to develop and implement long-term initiatives.
  * Language skills: French and English mandatory

Expertise professionnelle et technique préférée

Expertise needed: 
  * Proven success in B2B technology sales (enterprise or strategic accounts).
  * Experience managing complex stakeholder landscapes and C-level dialogues.
  * Background in brand/product sales or industry expertise.
  * Successful closing of large and complex deals.
  * Experience with partner ecosystems (e.g., GSIs, ISVs, cloud partners, IBM Consulting).
* Familiarity with international / cross-brand projects and intercultural collaboration.
  * Language skills: German a plus

À propos de la Business Unit

S'appuyant sur les technologies cognitives, sur plus de 150 offres SaaS et sur des connaissances en temps réel, l'équipe Global Markets apporte son expertise propre pour aider nos clients à prendre de meilleures décisions et à mettre en œuvre l'innovation lors de ses interactions avec ses clients, ses partenaires et ses fournisseurs. Rejoignez-nous pour continuer à impulser l'innovation à l'aide du portefeuille intersectoriel pour entreprises le plus complet du marché.

VOTRE VIE CHEZ IBM

In 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?

À propos d'IBM

IBM’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 500 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.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Autres détails pertinents sur le poste

For additional information about location requirements, please discuss with the recruiter following submission of your application.