IBM Application Modernization Brand Sales Specialist 

Canada, Ontario, Toronto 

180057379

You are accountable for:
Account Planning & Stakeholder Management

• Supporting territory strategy and contributing to the account planning process for assigned accounts
• Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps

Sales Execution

• Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client’s business needs and drive client innovation and how they compare to competitors’ offerings
• Owning the E2E sales process for assigned offering portfolio and clients – from opportunity identification to deal closure

Managing for Growth

• Applying knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies

Required Technical and Professional Expertise

• Proven track record of success in technology/software sales
• Experience using sales processes, techniques and tools to manage all phases of the sales cycle, including opportunity identification, qualification, progression and closure.
• Account/Territory planning.
• Deep understanding of Data & AI products.
• Selling using product demonstrations, storytelling and whiteboarding.
• Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract.
• Negotiation
• Experience working with C-Level executives
• Excellent communication and presentation skills that are equally engaging, compelling and influential.

Preferred Technical and Professional Expertise

• Professional Expertise in contract execution with 2-3 year of experience preferred.