Technology Sales Representative- Fss & Manufacturing

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
Your mission as Technology Seller is to drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You serve as the customer’s strategic advisor to 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.

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

Required Technical and Professional Expertise

• 8 years- 12 years of strong sales execution experience and client engagement skills
• Industry, business, and finance acumen to identify and progress opportunities.
• Managing deal governance / sign off and delivery of the completed proposal.
• Domain expertise in Financial Services Sector, bringing 5+ years of hands-on experience in Banking, insurance, and Financial Markets.
• AND /OR
• Domain expertise in Manufacturing industry (automotive, energy, pharma & allied process/discreet manufacturing), bringing 5+ years of hands on experience in areas such as production, operations, or supply chain management.
• AND/OR
• Domain expertise in Government Sector, bringing 5+ years of expertise in Government Sales.

Preferred Technical and Professional Expertise

• Deep Knowledge of IBM’s strategy and portfolio
• Ability to advise clients on the technical architecture needed to address their business requirements.