As a Technology Sales Leader (Cross-Brand) within IBM you'll drive technology sales strategies that are balanced between IBM brands and based on prioritized opportunities across different account sizes. With a laser-like focus on achieving client value, you'll manage multi-disciplined technology sales teams across the breadth of our sales specialisms.
A natural at leading, collaborating and networking, you'll be a lynchpin. A coordinator and conduit driving best-fit skills-mixes across your direct and cross-brand teams based on Accounts' needs. You'll effectively engage with Client Engineering whenever co-creative, experiential sales workshops are required to compel clients to invest. And you'll guide your teams on how best to leverage IBM's 3rd party Partner sellers to maximize all opportunities.
Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other managers and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.
Leading the end-to-end sale of products, you'll help your teams engage 'support', 'specialty', and 'technical' experts to progress large, complex, and highly competitive sales situations – from opportunity identification (OI) to deal closure.
Formulating and promoting cross-brand solutions within sales territories, you'll cultivate a 'one-team' culture and guide negotiations that establish beneficial pricing and secure wins.
Your primary responsibilities will include:
Sales Team Coaching: Coach sales managers and sales teams within assigned Market(s) to achieve account targets.
Client-Centric Anticipation: Apply contemporary technology and IBM offering knowledge, and market trends to anticipate client needs and proactively propose solutions – with and through others.
Resource Utilization: Promote the maximum usage of the full extent of our Technology Sales resources.
Leadership Expertise: Veteran-level leadership experience with a track record of winning through collaboration, resilience, empathy, and innovation. Natural ability to inspire and motivate others to succeed in highly complex, enterprise-scale technology sales environments.
Technology Expertise: Solid credibility and confidence across cloud, data & AI, automation, security, and storage technologies, with deep and broad expertise in at least one specialty.
Communication and Networking: Strong people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles (including $multi-million deals).
Agile and Sales Methodologies: Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative/Challenger selling) to successfully deliver in a way that's both nimble and fast and guides customers to our products vs. leading with them.
- IBM Product Experience: Experience of working with any of IBM's products and services (training across IBM's product suite will be provided).