North America Sales Leader - App Modernization, Financial Services

Introduction

A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.

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 sales team, you will work with clients 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 to succeed. As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

Your primary responsibilities will include:

• Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications and DevSecOps solutions

• Support solution co-creation with Business Partners and sellers and provide use case expertise for portfolio of Application Modernization and Automation offerings

• Own and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue.

• Annual Target Revenue and Signings

• Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling

• Sales Strategies - lead the way to align IBM Application Modernization portfolio with the client's strategic objectives - together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients

• Trusted Advisor

• Establish strong management and CXX relationships based on knowledge of client requirements and commitment to value.

• Client Activities - together with sellers in territory, 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 and Business Partners.

• Territory and Account Leadership - develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory

• Business Planning - develop cooperative closing strategy and tactics with sales management.

• Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client base

• Maintain internal CRM system with accurate client and pipeline information

Required Technical and Professional Expertise

• Multiple years direct, face to face customer selling experience

• Strong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, Kafka

• Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire c suite

• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.

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

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

• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.

• 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, clients and IBM ecosystem.

Preferred Technical and Professional Expertise

• Knowledge of Hybrid cloud solutions.

• Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.

• Experience in leading complex deals and value based selling.

• Experience selling cloud software or SaaS solutions

• Experience selling Enterprise Integration software