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Introdução

The mission as Technology Sales Leader –is to drive a culture of teaming, encouraging cross-brand solutions across Technology sales Organization. As the Technology Sales Leader in Selected Strategic accounts, the person will build the right mix of skills and optimize resource utilization to meet market and client demands. The person will utilize their technical and offering knowledge to build and maintain strong relationships with executives and influencers to help drive and close complex transactions

 

Account/Territory Planning & Stakeholder Management

  • Navigating IBM’s organization, interlocking with Technology and Services leaders to ensure integrated client solutions
  • Creating consistency in territory account strategies and plans, leading to consistent IBM Technology revenue growth. Engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client
  • Using up to date knowledge on technology trends and a curiosity about your client’s business and industry that they operate in to articulate value of IBM offerings/solutions versus competitors.

 

Sales & Strategy Execution

  • Leading the sales team through large, complex and highly competitive sales situations from opportunity identification through deal closure
  • Formulating and promoting cross-brand solutions within sales territory; leading negotiations to secure wins
  • Manage, coordinate and leverage Partner Ecosystem resources to drive business value for the client
  • 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

  • Creating an effective sales coaching environment for your teams within assigned territory to achieve client objective, while practicing growth leadership and mindset behaviours
  • Applying the IBM client engagement model, IBM technology knowledge and market trends to anticipate client needs, proactively propose solutions, and help the sales team to identify opportunities.
Sua Função e suas Responsabilidades
  • Integrate operations, strategies and influence policy making with C-suite level clients; solve for critical situations and enable sustainable sales growth, which accounts for >50% of ISA Technology business.   
  • Navigating IBM’s organisation, interlocking with Technology and Services leaders to ensure integrated client solutions – Achieving the transactional revenue 
  • The person will be responsible for managing a diverse portfolio in our business spanning from Hardware, Data & AI, Automation,  Subscription & Annuity, TLS, Security to Services business, bringing all of them together in front of our clients and partners.
  • In addition, the person will be responsible for driving sales and pipeline management and progression, as well as lead teams to plan and conduct complex negotiations reaching lasting agreements and commitments..
  • Engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client; incorporating Global System Integrators (GSI), Independent Software Vendor (ISV), and competitive landscape into account strategy/plans 
  • Responsible for executing with integrity and is accountable for satisfactory business controls. 
  • Leading the sales team through large, complex and highly competitive sales situations from opportunity identification through deal closure 
  • Creating an effective sales coaching environment for your teams within assigned territory to achieve client objective, while practicing growth leadership and mindset behaviours
Formação requerida
Bacharelado
Formação preferencial
Mestrado
Experiência Profissional e Técnica Requerida
  • 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 
  • Lead and manage a sales team to achieve business goals 
  • Ability to tell and relate applicable IBM client zero stories to your client


Experiência Profissional e Técnica Preferencial

NA

Sobre a Unidade de Negócios

Alimentada por tecnologias cognitivas, mais de 150 ofertas de SaaS e insights em tempo real, a equipe da Global Markets oferece conhecimento integrado para ajudar nossos clientes a tomarem as melhores decisões e fornecerem inovação à medida que eles se envolvem com seus clientes, parceiros e fornecedores. Junte-se a nós para continuar impulsionando a inovação com o portfólio mais abrangente para empresas de todos os setores.

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.

Outros detalhes relevantes do cargo

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