Territory Management:
•Generating territory plans to determine areas for IBM Technology revenue growth by engaging the appropriate IBM & Ecosystem teams
• Being knowledgeable about your client’s business and industry
• Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present
• Managing, coordinating and leveraging IBM Partner Ecosystem resources to drive business value for the client
Sales Execution:
• Leading the IBM and Ecosystem team through the end-to-end sales process with a competitive mindset
• Identifying, assessing and closing new & existing business opportunities across the technology portfolio for assigned accounts
• Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisorManaging Growth:
• Developing and progressing long and short-term pipeline across IBM Technology portfolio to grow clients IBM install base
• Balancing long-term strategic opportunities while generating short-term opportunities
• Successfully managing client renewals and expansion to increase their lifetime value relationships
• Positioning the value of IBM’s technology portfolio in enabling client strategy versus the competition
Strong sales execution experience and client engagement skills
Deep Knowledge of IBM’s strategy and portfolio
Ability to advise clients on the technical architecture needed to address their business requirements.
Differentiate IBM in context of Client’s industry
Industry, business, and finance acumen to identify and progress opportunities
Ability to tell and relate applicable IBM client zero stories to your client
