Technology Seller Squad Leader

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

The IBM Technology seller - also referred to as a Squad Leader in the National market - is responsible to drive the Technology strategy with customers, focused around winning the platform and translating customer needs. The Squad Leader has technical skills sufficient to translate a customer's requirements to the right cross-Technology architecture and deliver Level 2 messaging, in context of use cases and critical architectural decision points. The Squad leader has executive presence to be the customer's strategic advisor across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth. The role coordinates the client relationships, represents IBM for all brands and builds hybrid growth plans to win in the market for multiple accounts in the area.

Your Role and Responsibilities:

• Develops and progresses pipeline in across technology a portfolio to grow new and existing accounts. Balances long-term and short-term opportunities

• Identifies / Creates, Validates / Qualifies, Advances and Closes Opportunities

• Wins Technology Decision Points and closes deals by using knowledge of strategic offering value proposition; understands use cases for all solutions

• Leads the IBM brand and technical teams supporting the squad through the end-to-end sales process to progress and close opportunities with a competitive mindset

• Develop account strategy with the client and Account Technical Leader

• Creates account plans and strategy on a continuous basis with Account Technical Leader and determines areas for growth; owns forecast with Brand Sales Specialist

• Develops and grows trusted relationships at all levels within the client's business.

• Leverages industry expertise to understand the client's business and investment priorities

• Leverages marketing to drive customer lifetime value (LTV)

• Incorporates the GSI, ISV, and competitive landscape into account strategy and plans

• Partners with Dealmakers and IBM licensing on behalf of the client and IBM

• Engages channel ecosystem where appropriate and guides clients to certified implementation partners Coordinates with technical experts as needed

• Partners with GSI and ISV ecosystem to influence client's decision making on behalf of IBM

• Successfully manages client support teams for mapped accounts to support renewals and expansion

• Positions the value of IBM's technology portfolio in enabling client strategy versus the competition

• Drive results towards:

o Revenue growth / budget

o Pipeline and business development for sustainable growth

o Sales Plays execution

o Client NPS and qualitative feedback

o Red Hat ACV Signings

Required Technical and Professional Expertise

• Knowledge across portfolio with capacity to major in areas not covered by Brand Sales Specialists, leveraging Technical SMEs (L2)

• Ability to articulate value of IBM Sales Plays based on client's business needs, strategy, and industry Ability to bring together an integrated POV / solutions to the client

• Understand how to coordinate and leverage Technology resources - Brand Sales Specialists, Dealmakers, digital sellers, etc. - to drive deal progression and closure

• Understand how to coordinate and leverage technical resources:

• Technical pre-sales to drive demand and deal progression

• Client Engineering to drive demand

• CSMs to drive deployment and consumption

• Understand how to coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client

• Ability to build and develop strategic, trusted client relationships

• Understand and apply consultative selling

Preferred Technical and Professional Expertise

• Must be resourceful with the ability to attain IBM resources required to fulfill client opportunities / needs

• Experience selling Software, Hardware, and Services