Data and AI Technology Sales Specialist - Atlantic Territory - #179881

Introduction

A Technology Sales Specialist role (what we internally call a, 'Brand Sales Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award-winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

Excellent on-boarding 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

As a Brand Sales Specialist you will be responsible for the coordination and successful execution of all required sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role is focused on expanding IBM's Data and AI Sales software & services into a select set of clients in Atlantic.

As a Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

Your Primary Responsibilities Will Include

Maintain Client Relationships and Showcase IBM's Tech Value: Actively maintain and nurture client relationships while effectively highlighting the value of IBM's technology solutions.

Utilize Solution-Selling Skills: Apply solution-selling techniques to engage with decision-makers, assess and qualify opportunities, and establish enduring partnerships.

Oversee the Full Sales Process: Take charge of the entire sales process, from handling RFI/RFP responses to meeting key performance indicators (KPIs). The focus is on acquiring new business and expanding existing accounts.

Collaborate with IBM's Sales Network: Work in cooperation with IBM's sales ecosystem to develop and execute sales campaigns, ultimately leading to the growth of the sales pipeline.

Required Technical And Professional Expertise

• 3+ in a sales organization, business processes and supporting technology is highly desired
• 3+ years Client relationship sales experience
• 3+ years of knowledge around IBM strategic solutions and related processes
• 3+ years of relevant IT sales and / or consulting experience
• Knowledge of the enterprise industry, and a proven track record of successful software sales experience with major clients
• Knowledge of IBM industry and software solution offerings, and the ability to position these with executives and key partners
• Must have proven track record of success in achieving quota as a seller
• Experience selling and the ability to hold business conversations with clients around solution selling
• Experience managing and closing sales cycles with proficiency in account planning, deal strategy, relationship management, negotiation and personal time management
• Experience selling at the CIO/CXO level
• Good selling business acumen, business technologies experience
• Understanding of Cloud technologies and/or selling of cloud platforms
• Prior experience in the selling of Data or AI products
• Experience selling cloud solutions
• Experience selling to C-Suite
  
  

Preferred Technical And Professional Experience

• Line of Business understanding and problem-solving skills.
• Credible presence in front of senior executives, with excellent verbal and written communication skills
• Commercially minded and capable of supporting end-to-end sales engagements including contract negotiation with the ability to think, plan and act strategically
• Solutions oriented mindset and skilled in prospecting into new clients and new buyers
• Ability to train, mentor, and coach individuals at various stages of development
• Ability to work in a fast-paced, self-directed entrepreneurial environment
• Prominent organizational, presentation and time management skills
• Ability to learn and apply product knowledge in a timely fashion