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IBM IT Automation Technology Sales Leader/SME in Armonk, New York

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

  • IBM is looking for an IT Automation Technology Sales Leader/SME who will be responsible acquiring new clients and growing existing ones. This includes the coordination and successful execution of all assigned sales related activities within an assigned territory or set of accounts to achieve assigned financial sales objectives. This role has unlimited potential and is highly focused on the development of a territory while expanding IBM's cloud software & services into associated industries, as defined. Activities include working with and leveraging other IBM client facing teams to create demand, identify opportunities, qualify opportunities, and then directly executing high quality customer engagements that result in winning opportunities. Successful candidates will exceed assigned sales targets while providing high value customer solutions. Sales Leaders/SMEs will represent part of the Automation Technology software portfolio and will become a part of the growth area within IBM. As the Sales Leader/SME you'll work closely with IBM Sales Representatives assigned to our customers 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:

  • Financial Acumen: Deep understanding of financial principles, accounting, budgeting, and cost management.

  • Sales Strategy Development: Ability to develop and execute comprehensive sales strategies to meet revenue goals.

  • Customer Relationship Management: Strong skills in building and maintaining relationships with key clients and stakeholders.

  • Leadership and Team Management: Capability to lead, motivate, and manage a sales team to achieve targets.

  • Product Knowledge: In-depth understanding of IBM's FinOps portfolio of products and how they meet customer needs (Apptio, Turbo, Instana)

  • Communication Skills: Excellent verbal and written communication skills for presenting to clients and internal teams.

  • Customer-Centric Approach: Ability to focus on understanding and addressing customer needs and pain points.

  • Market Insight: Knowledge of market dynamics, competition, and industry trends.

  • Technological Proficiency: Familiarity with CRM software, sales tools, and financial management systems.

  • Strategic Thinking: Capacity to think strategically and align sales efforts with overall business objectives.

  • Sales Playbook Development and Management: Expertise in defining, developing, and managing sales playbooks to guide the sales team in executing consistent and effective strategies, ensuring alignment with business goals, and driving revenue growth. This includes identifying key sales tactics, target customer segments, messaging, and processes, as well as continuously refining the playbook based on performance data and customer feedback.

Required Technical and Professional Expertise

  • Multiple years of direct, face to face customer selling experience

  • Multiple years of selling cloud software or SaaS solutions

  • Functional competence across the Application Monitoring landscape, Technology Business Management, AIOps and FinOps

  • Strong understanding of the following verticals: IT Operations, Application Monitoring, Technology Business Spend, Application Resource Management and AI powered technologies

  • Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time

  • You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.

  • You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.

  • You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.

  • You demonstrate a true 'value based' sales approach and have experience explaining complex ROI models to C level customers.

  • Ability to collaborate with teams within IBM and partners externally

Preferred Technical and Professional Expertise

  • Knowledge of Hybrid cloud solutions.

  • Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, VROps, Cloudhealth, Apptio etc.

  • Demonstrated 3-5 years experience in leading complex deals and value based selling.

  • Multiple years selling cloud software or SaaS solutions

  • Multiple years selling IT Automation or IT Operations software

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 StatementIBM 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), 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 @ 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.

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