Your Role and ResponsibilitiesThe role is primarily responsible for attaining revenue targets and building a repeatable and sustainable business in all markets across Asia Pacific. The role will include but not limited to:
- Own and deliver the financial targets/budget in Asia Pacific for the App Modernization & Integration solution set.
- Engage current and new clients directly and indirectly to build pipeline, progress, and close App Modernization & Integration portfolio opportunities
- Work with the extended Markets and Sales teams and provide product / solution SME input across the region.
- Key note speaker at client events – requiring strong communication skills.
- Work with IBM Services and Partner organisations to ensure offerings are positioned as key components of client’s digital transformation initiatives
- Collaborate with IBM Marketing to drive awareness and build pipeline across Asia Pacific
- Take ownership of the sales cadence and required operational activities to ensure accuracy in forecasting and revenue flow
Required Technical and Professional Expertise
- 5+ years of sales team management and leadership position
- 10+ Years Successful track-record of consistently over-achieving sales quotas in complex, technology sales environments.
- 10+ Years direct, face to face customer selling experience
- 5+ years selling cloud software or SaaS solutions
- 5+ years selling App Development / Integration solutions
- Functional competence across the App Development & Integration landscape
- Ideal candidates should have a passion for cloud technologies, solving customer problems, winning every time at everything
- 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 can demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
- You’re an entrepreneur – who likes to run a business and know that owning your own pipeline generation is fundamental to your success.
- Ability to collaborate with teams within IBM and partners externally.
Preferred Technical and Professional Expertise
- 5+ years knowledge of app development and systems integration implementation experience.
- Prior experience with Oracle, Microsoft, AWS, Google Cloud,
- Demonstrated 3-5 years’ experience in leading complex deals and value-based selling.