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IBM Technology Seller TSR
India, Maharashtra, Mumbai
101894293

05.08.2024

Your Role and Responsibilities
In this role, as a Technology Seller you have 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.

The technology areas that you will be responsible for will span from Data including Watson.data / Watson.gov and Watson.AI, AIOPS, FinOPS, Automation, Security, Sustainiablity, OCP, Technology Services and Unix and Mainframe Servers as well as Storage / Backup products.

Responsibilities include:

Account Planning & Stakeholder Management

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
Building account plans and determining areas for IBM Technology revenue growth by engaging all all stakeholders within IBM
Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client

Sales & Strategy Execution

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.

Managing Growth

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

Strong sales execution experience and client engagement skills
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
Top KPIs:
Achieve Revenue Growth for Software portfolio
Achieve Revenue Targets for Infrastructure and Infrastrucutre services portfolio
Sales Plays execution
Client NPS and qualitative feedback
Red Hat Single Year Booking (SYB)