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

• Execute Sales Plays for Cloud Pak for Integration, Cloud Pak for Applications and DevSecOps solutions
• Support solution co-creation with Business Partners and sellers and provide use case expertise for portfolio of Application Modernization and Automation offerings
• Own and Progress Account and Client Relationships, Sales and Software License and SaaS Subscription Revenue.
• Annual Target Revenue and Signings – Meet or exceed quarterly and annual revenue and signings targets with an emphasis on value-based selling
• Sales Strategies – lead the way to align IBM Application Modernization portfolio with the client’s strategic objectives – together with sellers in territory, develop account plans to ensure revenue and signings target delivery and sustainable growth, relationships in new and existing clients
• Trusted Advisor – Establish strong management and CXX relationships based on knowledge of client requirements and commitment to value.
• Client Activities – together with sellers in territory, actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives and Business Partners.
• Territory and Account Leadership – develop a pipeline of viable opportunities that exceeds quota and keep abreast of every prospect in your territory
• Business Planning – develop cooperative closing strategy and tactics with sales management.
• Build, share and coach sellers on best practice sales and negotiation skills, sell value and up sell and cross sell to client base
• Maintain internal CRM system with accurate client and pipeline information

Required Technical and Professional Expertise

• Direct, face to face customer selling experience
• Strong understanding of the following verticals: IT Operations, DevOps, Site Reliability Engineering, Application Monitoring, Enterprise Integration, Enterprise Service Bus, Event Based Architecture, Kafka
• Proven ability to articulate and deliver compelling, industry-aligned narratives aimed at solving business challenges across the entire c suite
• You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
• Strong collaboration and negotiation skills with ability to lead the collaborative process with both client leadership, IBM’s sales leadership and Business Partners.
• Excellent interpersonal and communication (oral and written) skills at all levels of an organization
• You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.
• Ability to build and maintain positive business relationships with peers, clients and IBM ecosystem.

Preferred Technical and Professional Expertise

• Knowledge of Hybrid cloud solutions.
• Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, etc.
• Experience in leading complex deals and value based selling.
• Experience selling cloud software or SaaS solutions
• Experience selling Enterprise Integration software