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Introduction

A zHW Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within IBM zStack will make you a key enabler to how our clients are building modern, hybrid cloud solutions, and modernizing their applications whilst embedding AI into all transactions and operations. A sales role here offers an abundance of opportunity that can only come when you're leading clients towards solutions that over 50% of the planet's IT workloads rely on to complete.

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

What is your mission?

Your mission as Brand Sales Specialist is to create demand and progress opportunities to close within your assigned territory, based on your deep brand expertise and in-depth knowledge of the competitive landscape. You partner with your clients to co-create brand specific solutions that address their business needs and drive client innovation. You navigate IBM to bring the right technical resources to drive sales wins.

What are you accountable for?

Role Focus You are accountable for...

Account Planning & Stakeholder Management * Supporting territory strategy and contributing to the account planning process for assigned accounts

• Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps

Sales Execution * Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client's business needs and drive client innovation and how they compare to competitors' offerings

• Owning the E2E sales process for assigned offering portfolio and clients - from opportunity identification to deal closure

Managing for Growth * Applying knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies

What capabilities do you need to build?

• Deep understanding of relevant brand products to sell using product demonstrations, storytelling and whiteboarding.

• Understanding of Ecosystem and Partner's footprint and capabilities/competencies within your territory.

• Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract.

• Engage other IBM teams and subject matter experts (e.g., Brand Technical Specialist, Client Engineering, Customer Success Manager) early in the sales process to accelerate deal progression, customize client experiences, win the deal and grow software consumption.

Required Technical and Professional Expertise

• Self motivation and continuous passion for learning.

• Excellent communication and presentation skills that are equally engaging, compelling and influential.

• Information Technology, Computer Engineering or Computer Science educational background is preferred.

Preferred Technical and Professional Expertise

None

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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

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.