Saltar al contenido
Introducción

At 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

Su función y responsabilidades

As a Technology Sales Leader or Technology Seller, you will drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You serve as the customer's strategic advisor to translate the customer's requirements into the right cross-Technology architecture, in context of use cases and critical technology decision points, to generate opportunity identification, and drive revenue growth.

 You will support Enterprise and Strategic Clients. 

Responsibilities include:

 Account Planning & Stakeholder Management
 * Generating account plans and determining areas for IBM Technology revenue growth by engaging the appropriate IBM & Ecosystem teams.
 * Being knowledgeable about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology product learning
 * Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present
 * Managing, coordinating and leveraging IBM Partner Ecosystem resources to drive business value for the client

 Sales & Strategy Execution
 * Leading the IBM and Ecosystem team through the end-to-end sales process to progress and close opportunities with a competitive mindset 
 * Identifying, assessing and closing new business opportunities across portfolio for assigned accounts.
 * Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisor

 Managing Growth
 * Developing and progressing pipeline in prioritized specialty area and across portfolio to grow existing accounts 
 * Prospecting and generating strategic opportunities while balancing long-term and short-term opportunities 
 * Successfully managing client support teams for mapped accounts to support renewals and expansion 
 * Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition

Educación requerida
Licenciatura
Educación preferida
Maestría
Experiencia profesional y técnica requerida

Skills Required 
 * Strong sales execution experience and client engagement skills
 * Deep Knowledge of IBM’s strategy and portfolio.
 * Ability to advise clients on the technical architecture needed to address their business requirements
 * Differentiate IBM in context of Client's industry 
 * Industry, business, and finance acumen to identify and progress opportunities
 * Ability to tell and relate applicable IBM client zero stories to your client

Experiencia técnica y profesional preferida

Top KPIs:
 * Drive the business results as outlined in the Incentive Plan Letter
 * Pipeline and business development for sustainable growth across IBM full portfolio
 * Sales Plays execution
 * Client NPS and qualitative feedback
 * Established regular visits to client site

Acerca de la Unidad de Negocios

IBM tiene presencia global y opera en más de 175 países con una amplia distribución geográfica de ingresos. IBM Global Sales es la unidad de negocio encargada de ventas estratégicas marcando la huella global de IBM, trabajando en estrecha colaboración con unidades operativas dedicadas en los distintos países donde se atienden clientes localmente. Nuestros equipos están liderados por gerentes de relaciones quienes dirigen grupos integrados de consultores, especialistas en soluciones y expertos en implementación. Su objetivo es impulsar el crecimiento y la innovación de los clientes. Al combinar el conocimiento local con la experiencia global y las capacidades digitales, IBM forja relaciones sólidas y duraderas con sus clientes.Este enfoque de gestión local fomenta la rapidez en el apoyo a los clientes, abordando nuevos mercados y realizando inversiones en oportunidades emergentes. Además, la organización Global Sales presta servicios a clientes con experiencia en su industria, así como a través de los productos y servicios que IBM y sus socios suministran. IBM también está ampliando su alcance a clientes nuevos y existentes a través de mercados digitales.

SU VIDA @ 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?

Acerca de 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.

Otros detalles relevantes del empleo

When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.