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Introdução

At IBM, innovation and transformation begin with client trust—trust that is earned through deep technical expertise, strategic partnership, and an unwavering commitment to client success. As a Renewal and Expansion (R&E) Sales Technical Specialist, you will operate at the pinnacle of IBM's Infrastructure Support and Multivendor Services business, serving as both a premier technical leader and subject matter expert (SME). You will be the trusted advisor to clients, business partners, distributors, and internal IBM stakeholders—including executives, brand leaders, and sales teams—helping them navigate their most complex support challenges while driving sustainable growth and profitability across the TLS (Technology Lifecycle Services) portfolio.

This is not a role for generalists. This position demands an elite, highly skilled sales-technical leader who thrives in complexity, excels under pressure, and consistently influences multi-million-dollar outcomes. You will be continuously engaged across diverse markets and channels—from direct client interactions to ecosystem partnerships—bringing unmatched insight and deal leadership to IBM's most critical TLS sales initiatives.

 

Sua Função e suas Responsabilidades

In this role, you will function as a top-tier SME and revenue catalyst across IBM's comprehensive TLS support portfolio, including Software, System Z, Storage, Power, and Expert Care offerings. Your key responsibilities include:

•            Technical Sales Leadership Excellence: Serve as a premier technical sales leader—our "Top Gun"—within the R&E business, entrusted with driving in-quarter revenue, profitability, and strategic expansion initiatives.

•            Strategic Client Advisory: Engage deeply with clients, Sellers, Business Partners, Distributors, and IBM stakeholders, delivering trusted consultation on deals, solutions, offerings, value realization strategies, and premium support optimization.

•            Solution Architecture: Design and architect tailored infrastructure support strategies for Integrated Data Center environments, seamlessly incorporating IBM Infrastructure Support Services (IIS) and Multivendor Support Services (MVS).

•            Complex Deal Leadership: Lead high-stakes, complex sales engagements, navigating sophisticated offerings such as SwXcel, SWMA, Expert Care, and Service Extensions with precision and strategic acumen.

•            Technical Problem Resolution: Resolve advanced entitlement, pricing, quoting, and contracting scenarios; provide comprehensive support to sellers with Conga-based configurations; and troubleshoot critical challenges throughout the quote-to-close process.

•            Subject Matter Authority: Function as the definitive technical authority across markets and geographies, serving as the escalation expert and internal enablement leader for sales teams.

Cross-Functional Collaboration: Align strategically with HW/TLS Sales (Direct and BP Channel), Q2C, Transaction Pricing, and Brand Leaders to ensure flawless execution and optimal client outcomes

Formação requerida
Graduação tecnóloga/Diploma universitário
Formação preferencial
Bacharelado
Experiência Profissional e Técnica Requerida

•            Comprehensive Platform Knowledge: Deep cross-platform expertise in IBM OS Software, System Z, Power Systems, Storage, and TLS Premium offerings, including Expert Care and Software Xcel.

•            Proven Sales Excellence: Extensive experience in technical sales sales support, with demonstrated success influencing complex deals and driving consultative, outcome-based client engagements.

•            Exceptional Leadership Skills: Outstanding interpersonal abilities with proven capacity to build consensus among diverse internal and external stakeholders—from C-suite executives to technical delivery leaders.

•            Strategic Business Translation: Demonstrated ability to translate complex business outcomes into scalable technical strategies within the context of support and lifecycle services.


•            High-Performance Operations: Proven track record as a high-utilization leader, operating at full capacity across all markets and channels, consistently delivering measurable impact on in-quarter revenue (IQR) and overall revenue performance.

Experiência Profissional e Técnica Preferencial

•            TLS Portfolio Mastery: Deep experience with the intricacies of the TLS portfolio, including offering nuances, escalation paths, custom TLS solution development, and platform-specific premium support positioning.

•            TLS Leadership Experience: Prior engagement leading TLS offerings, TLS initiatives, enterprise and select client experiences, and proven success with ecosystem partner collaborations.

•            Demonstrated High-Performance Impact: Verifiable success and measurable impact in a high-performance TLS role with quantifiable results.

•            Advanced Data Proficiency: Exceptional ability to analyze complex datasets, extract actionable insights, and transform raw information into strategic recommendations using advanced spreadsheet modeling, data visualization, and statistical analysis techniques.

•            Executive Communication & Presentation Mastery: Proven expertise in crafting compelling executive-level presentations that distill complex technical concepts into clear, persuasive narratives, with demonstrated success presenting to C-suite audiences and key stakeholders.

•            Analytical Problem-Solving: Strong analytical acumen with advanced proficiency in spreadsheet applications, data modeling, and visualization tools, enabling rapid identification of trends, opportunities, and data-driven solutions to complex business challenges.

Sobre a Unidade de Negócios

O IBM Systems ajuda os líderes de TI a pensarem de maneira diferente sobre sua infraestrutura. Os servidores e armazenamentos da IBM não são mais inanimados. Eles podem entender, raciocinar e aprender para que nossos clientes possam inovar, evitando problemas de TI. Nossos sistemas alimentam as indústrias mais importantes do mundo e nossos clientes são os arquitetos do futuro. Junte-se a nós para ajudar a construir nosso portfólio de tecnologia de ponta, projetado para negócios cognitivos e otimizado para computação em nuvem.

SEU LIFE @ 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?

Sobre a 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 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.

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, 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.

Outros detalhes relevantes do cargo

IBM 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


We consider qualified applicants with criminal histories, consistent with applicable law.


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.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.