Brand Partner Specialist-Territory, Automation Portfolio

Introduction

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, lets talk.

Your Role and Responsibilities

At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM's Automation, Data and AI sales team, you will work with clients and Business Partners as they transform organizations and entire industries, which means you have a hand in changing how the world works. We're driven by more than just selling solutions. We want our clients and our Business Partners to succeed.

• IT Automation & App Modernization Portfolio BPST seller:

• Responsible for driving brand sales in their client territory through Business Partners

• BPS's will identify opportunities to be progressed with Business Partners, coselling with those partners to increase productivity and drive demand generation.

• Territory and Account Leadership

• Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.

• Client Activities

• Actively understand each client's technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.

• Business Planning

• Develop cooperative closing strategy and tactics with sales management.

• Trusted advisor

• Establishes strong management and CXO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).

• Supports solution cocreation with Business Partners and provides use case expertise for portfolio of Automation, AI and Data offering.

• Serves as ecosystem team's liaison to brand for assigned territory; to bring product knowledge to partnership and align sales efforts.

• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

• Advocates for Business Partners with brand leadership and looks for new opportunities to scale with the ecosystem within your brand and client list

• Works closely with Partner Technical Specialist on named Business Partners to influence partner's tech agenda and inclusion of brand specific technology in partner solution within assigned territory

• Build and share best practice sales, negotiation, and partner skills, sell value, and up sell and cross sell to client base.

• Maintain CRM system with accurate client and pipeline information.

Required Technical and Professional Expertise

• You're an entrepreneur - who likes to run a business and know that owning your own growth strategies and pipeline generation is fundamental to your success

• Face to face customer selling and experience articulating and delivering compelling, industry-focused solutions and value

• Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership, IBM's sales leadership, and Business Partner leadership

• Excellent interpersonal and communication (oral and written) skills at all levels of an organization

• Experience positioning Automation, Data or AI solutions

• In-depth knowledge of Markets in order to connect market trends to the IBM Data, AI, and Automation portfolio to position compelling transformation solutions to clients

• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do

• Ability to build and maintain positive business relationships with peers, partners and clients

• A track record of consistently achieving targets - demonstrating high performance, whilst challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

• Experience successfully selling into dedicated territory, and running sales cycle start to finish

• Pre-existing client and / or Business Partner relationships within the Midwest geography United States

• Strong understanding of IBM's IT Automation & App Modernization portfolio

• Understanding of IBM's competitive differentiators in addition to our competition's place in the market

• Experience in leading large complex deals and value-based selling with track record of overachieving quota.