Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with our largest and most strategic customers. You will also be exposed to the broad portfolio that is IBM as you look to enable the larger IBM with our value proposition.
You will be expected to work as part of a larger go to market team, but also identify, qualify, prosecute, and close strategic opportunities at the highest decision making layer of our clients.
This is not a large territory, but a small number of the most strategic clients and you’ll be expected to be able to create and maintain currency of effective account plans that represent the internal and external forces on the client, and how you can translate that into success.
- Client Portfolio Management: Manage a client portfolio, highlighting IBM's technical and business value.
- Solution-Selling Skills: Utilise solution-selling skills to identify decision makers, qualify opportunities, and foster long-term partnerships.
- Sales Process Oversight: Oversee the entire sales process, from RFI/RFP responses to meeting KPIs, with a focus on new business and account expansion.
- Collaboration with IBM Sales Network: Collaborate with IBM's sales network (including partner eco-system) to execute effective sales campaigns and drive pipeline growth.
- Australian Citizenship and Security clearance at, or a preparedness to achieve security clearance to NV2 level shortly after commencement.
- Complex Multi Product Technology Sales Success: Demonstrate a proven track record of success in complex technology sales, with a focus on acquiring new business.
- Business Acumen: Exhibit a strong understanding of business operations and financial benefits related to technology solutions, enabling clear explanations.
- Communication and Presentation Skills: Possess strong, persuasive communication and presentation skills.
- Inside Selling / Creating value partnerships: Possess expertise in building and going to market with internal IBM, and selected technology and consulting partners that foster strong, two-way, revenue-generating collaborations.
- Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving substantive targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.
- Previous experience selling IaaS/PaaS solutions at a cloud service provider or partner, or experience in IBM traditional infrastructure would be considered a key advantage.
