Storage Sales Executives rely on proactive sales technical support during the sales process and our expert Technical Sales Team steps up to the mark from delivering sales presentations, product demonstrations and product roadmaps as well as developing future state plans and migration strategy. Our Technical Sales Team provides innovation, relevance, and interoperable solutions.
Provides pre-sales activities, including technical leadership and direction to clients and the development of data protection solutions.
Assists in the analysis, design and development of data protection solutions.
Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of clients.
Makes technical and sales presentations to clients technical staff and top management.
Technical emphasis is on software requirements and systems integration.
Makes technical and sales presentations to client's technical staff and senior management.
Understands Spectrum Protect Portfolio as well as how related products fit into the overall solution like Spectrum Archive, Spectrum Scale and Cloud Object Storage and comparison to competitive technology.
Conducts research, answers questions and removes objections that arise in the sales process.
Serves as a trusted technology advisor to clients and serves as an internal resource on technical issues or specific business applications.
Primary Duties & Responsibilities:
Works with Market Storage Sales Team to develop and implement specific account penetration strategies.
Maintains knowledge of competitive solutions to effectively address and dispel client objections to IBM solutions.
Anticipates technology and/or market trends and provides guidance on their application to external clients and feedback of business requirements back into IBM Offering Management and IBM Marketing.
Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources and abilities.
Leads technical sales calls.
Configures and documents IBM Spectrum Protect software, hardware and service solutions to meet client and sales objectives.
Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
Presents and markets the design and value of proposed IBM Spectrum Protect solution and business case to clients and prospects.
Required Technical and Professional Expertise
5+ years of technical sales experience,
Knowledge in data protection products/solutions required, either from the IBM Spectrum Protect Portfolio or competitor product lines.
Knowledge of distributed computing, virtual memory subsystem and scale-out storage architecture is a plus.
Demonstrated written, oral and presentation skills with the ability to discuss technical concepts to a variety of audiences, including executive level and technical decision-makers.
Self-motivated leader, highly energetic, with a strong hands-on, can do approach.
Preferred Tech and Prof Experience
5+ years of sales engineering experience,
Expertise in data protection/data management products/solutions required, either from the IBM Spectrum Protect Portfolio or competitor product lines.
Demonstrated ability to develop and execute strategic initiatives.
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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