Enable America Jobs

Introduction

A Technology Seller's mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with our client and /or through our sales ecosystem partners.

With first-class communication, empathy, and credibility, you'll earn client's trust and respect to become their strategic technology partner. You will translate the customer's requirements into the right cross-Technology architecture, in context of use cases and critical technology decision points, to generate opportunity identification, OI, and drive revenue growth.

You'll explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses. Being highly skilled in building and nurturing strategic client relationships, you'll use your consultative style to drive the adoption and penetration of IBM's platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings

Your Role and Responsibilities

• Addressing Clients' Business Needs: Proven ability to address clients' business needs using deep technology and industry insights.

• Best Practice Sharing: Collect and share global best practices with your team to enhance the effectiveness of local market field teams.

• Providing Use Case Expertise: Offer expertise in use cases and global best practices to IBM Sales teams, positioning IBM for long-term success with IBM technology as the foundation of client Hybrid Cloud and AI architectures.

• Effective Communication: Effectively communicate and illustrate the value of solutions that meet the needs of top-value clients.

You will be accountable for:

(1) Account Planning & Stakeholder Management:

• Generating account plans and determining areas for IBM Technology revenue growth by engaging support of all IBM roles and partners, including Global System Integrators and Independent Software Vendors

• 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

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

• Demonstrating a deep understanding of IBM's competitive landscape and devising a competitive win plan

(2) 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

(3) 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

Objectives and Key Results (OKRs):

• Achieve revenue growth / budget

• Pipeline and business development for sustainable growth

• Sales Plays execution

• Client NPS and qualitative feedback

• Red Hat Single Year Booking (SYB)

• Technology Deployment

Excellent on-boarding will set you up for positive impact, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by your manager and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM.

Candidate local to NC ideal as client is located in NC

Required Technical and Professional Expertise

• Strong sales execution experience and client engagement skills

• Client-Centric Approach: Proven track record of using deep technology and industry insights to address clients' business needs, including industry standards, architectures, and regulatory requirements.

• Effective Communication: Impeccable communication skills, with the ability to successfully articulate a client journey map for disruptive innovation based on first-hand experiences, best practices, and market trends.

• Relationship Building: Ability to build valuable relationships with key stakeholders, both externally and within IBM.

• Product and Service Proficiency: Experience working with IBM's products and services (training across IBM's product suite will be provided)

• Deep Knowledge of IBM's strategy and portfolio

• 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

​​​​​​​

Candidate local to NC ideal as client is located in NC

Preferred Technical and Professional Expertise

• Industry Expertise: Knowledge and experience working with cFinancial Services and Insurance clients

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn 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?

About IBMIBM'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.

Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBMIBM 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, 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.