System Z Hardware Brand Sales Specialist

  • Multiple Locations See All
    New York

    Norwalk

    Southbury

  • Sales
  • Professional

Apply now

System Z Hardware Brand Sales Specialist

  • Multiple Locations See All
    New York

    Norwalk

    Southbury

  • Sales
  • Professional

Apply now
Introduction
The sales teams at IBM are world-renowned for being industry’s top experts in the profession. As a Seller at IBM, you will have the opportunity to leverage one of the most innovative and extensive portfolios of products and services to bring best-in-class solutions to IBM’s clients. Work with world-class organizations to help them understand how IBM solutions can contribute to their overall success, while mastering business relationships to become their trusted advisor.

Your Role and Responsibilities
The System Z Hardware Brand Sales Specialist is responsible for the overall sales strategy that drives closure of System Z Hardware Solutions in the Financial Services Market. Executive communication and coordination are critical to the success of our engagements. The zHW Brand Sales Specialist will lead the development of opportunity win plans, including leveraging IBM senior executives, technical resources, and the broader IBM team to progress and close System Z engagements. The zHW Brand Sales Specialist must be comfortable developing materials and presenting to senior executives, which can include the CIO, senior level IT and Line of Business VPs. They are required to have a demonstrated understanding of the client’s business, goals, strategies as well as industry trends and directions and competitive offerings. This seller is responsible for coordinating multi-disciplined solution teams and integrating System Z products and offerings required to meet the client business needs. They will lead multiple opportunities concurrently, although typically in different sales stages, and have assigned individual revenue targets.
The zHardware Brand Sales Specialist maintains contemporary technical skills and offering knowledge, and leverages brand portfolio to drive customer value. This seller proactively drives strategy, qualification, sale, and closure of opportunities for Z offerings and use cases while overseeing the complete sales process. Role includes cross-brand teaming with client teams, technical brand experts, IBM Finance, Expert Lab Services, zBrand resources, complex deal-makers, pricers, and Business Partner ecosystem (as applicable). Responsible for identifying/qualifying/progressing opportunities, developing deliverables such as client proposals, presentations and Total Cost of Ownership analyses, providing IBM Financing alternatives, and as required, contract negotiation to gain client agreement to move forward with the proposed IBM solution.
In a typical day/week, this Brand Seller has significant impact on Business/Scope:
• Accountable for business unit and specific personal objectives, including revenue and assigned quota.
• Develops the tactics that will win the business, including teaming and competitive strategies.
• Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.
• Has overall responsibility for business/pipeline development and quota attainment.
A successful Brand Sales Specialist:
• Leads the business pipeline development for System Z hardware.
• Demonstrates hunter mentality/approach to prospecting, including direct account/contact communication, community networking, partner channel, and the broader IBM ecosystem.
• Develops client deliverables, such as proposals, presentations, TCO analyses, and as required, unique contract terms.
• Drives and manages an effective partnership with clients through contact with executive management and individuals who influence executive team.
• Makes decisions based on scope of the deal and possible trade-offs to best meet clients’ objectives within the limits necessary to win the business.
• Applies creativity and judgment in developmental work on opportunities or other projects within the business environment.

Required Technical and Professional Expertise
We are seeking a seller who has these attributes and experiences:
• High performer with proven success record and at least 3 years of experience in hardware sales, preferably mainframe sales.
• Demonstrated ability to understand the competitive landscape with regard to enterprise IT Infrastructure, competitive software vendors, competitive platform vendors including an understanding of on-premise as well as cloud-based offerings.
• Passionate about enterprise computing, AI, and cloud computing trends and technologies, and possesses a keen knowledge of the needs for clients within the market supported.

Preferred Technical and Professional Expertise
• Minimum of 5 years of experience in System Z or enterprise hardware/software sales.
• Financial Services market knowledge to be a trusted client advisor in addition to competitive market landscape in mainframe and/or Linux workloads.
• Deep expertise of IBM System Z portfolio including LinuxONE.

Want to know what it’s like to be an IBMer?


About Business Unit

IBM 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 @ IBM

We understand that in a world where technology never stands still, dedication to our client’s 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 every day is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have at 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 IBM

IBM’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 Statement

IBM 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), cash balance pension plan, 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 @ IBM

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, 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.