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Uvod

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

Vaša vloga in odgovornosti

In this role, as a Technology Seller you have to 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.

The technology areas that you will be responsible for will span from software solutions to Data including Watson. Data / Watson.gov and Watson.AI, AIOPS, FinOPS, Automation, Security, Sustainability, OCP, Technology Services and Unix and Mainframe Servers as well as Storage / Backup products.

Responsibilities include:

 

Account Planning & Stakeholder Management

  • Being curious about your client’s business and industry, spending a significant amount of time researching your client, the industry, competitors and relevant technology
  • Growing trusted relationships with the client through visibility and being present with them frequently
  • Building account plans and determining areas for IBM Technology revenue growth by engaging all all stakeholders within IBM
  • Manage, coordinate and leverage Partner ecosystem resources, if applicable, 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.

 

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
Zahtevana izobrazba
Diploma prve stopnje
Zaželena izobrazba
Diploma prve stopnje
Zahtevano strokovno in tehnično znanje

Skills Required

  • Strong sales execution experience and client engagement skills
  • 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 Top 

 

KPIs:

  • Achieve Revenue Growth for Software portfolio
  • Achieve Revenue Targets for Infrastructure and Infrastructure services portfolio
  • Sales Plays execution
  • Client NPS and qualitative feedback
  • Red Hat Single Year Booking (SYB)
Zaželeno strokovno in tehnično znanje

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O poslovni enoti

IBM je globalno prisoten in deluje v več kot 175 državah s široko geografsko porazdelitvijo prihodkov. Organizacija podjetja Global Markets je strateška prodajna poslovna enota, ki upravlja IBM -ov globalni odtis in tesno sodeluje z namenskimi državnimi operativnimi enotami, da služi strankam na lokalni ravni. Te državne ekipe imajo skrbnike za odnose s strankami, ki vodijo integrirane ekipe svetovalcev, strokovnjakov za rešitve in strokovnjakov za dostavo, da strankam omogočijo rast in inovacije. Z dopolnjevanjem lokalnega strokovnega znanja z globalnimi izkušnjami in digitalnimi zmogljivostmi IBM gradi globoke in široko zasnovane odnose s strankami. Ta osredotočenost na lokalno upravljanje spodbuja hitrost pri podpori strankam, naslavljanju novih trgov in vlaganju v nastajajoče priložnosti. Poleg tega organizacija Global Markets služi strankam s strokovnim znanjem v njihovi panogi ter z izdelki in storitvami, ki jih nudijo IBM in partnerji. IBM prav tako širi svoj doseg na nove in obstoječe stranke prek digitalnih tržnic.

Življenje v IBM-u

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?

O IBM-u

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.

Podrobnosti o drugem ustreznem delovnem mestu

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.