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Technology Sales

4 months ago

Sandton, South Africa IBM Full time

Introduction

A Technology Country Leader within IBM means providing a clear, single point of ownership structure, and leading Senior Sales Managers to drive integrated solutions that deliver extraordinary value and accelerated successes.

Both for clients and IBM's business results.


With an executive presence, technology expertise and deep market knowledge, you'll be a strategic technical advisor, educator, and influencer to the c-suite.

Orchestrating multiple technical sales teams and leaders across IBM and 3rd party seller Partners, you'll develop and execute strategies that consistently deliver success.

Excellent onboarding will set you up for positive impact, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues.

People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM.


Your Role and Responsibilities

A natural at inspiring and motivating others, you'll lead the positioning of IBM's people, products, and services as core to your clients' technical architecture, today and in the future, as you continually achieve growth in your team's revenue.


Advocating for leading-edge technologies and digital transformation, with an emphasis on Cloud and AI, you'll pave the way for your teams' continued successes and development by bringing the full technology power of IBM to your clients.

People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their hardest technology problems.

We're passionate about success.

If this role is right for you, then your achievements will mean that your career is flourishing, your team is excelling, and your clients are thriving.

To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may include, but not be limited to:

  • Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption.
  • Connecting a broad network of technical experts, serving as the single point of accountability for IBM product and service quality, and playing a central role in resolving clientcritical situations.
  • Providing thoughtleadership direction to teams for the client's innovation agenda. Bringing an outsidein perspective whilst recommending disruptive technologies and approaches to scale new value capture.
  • Using appropriate architectural methods, thinking, processes, models, and assets to guide all solution design decisions.
  • Driving the endtoend sale of products and services engaging support, specialty, and technical colleagues /contacts whenever necessary whilst promoting crossbrand solutions and leading negotiations to secure wins.

Required Technical and Professional Expertise

  • Veteranlevel technical sales leadership experience with a trackrecord of winning through collaboration, resilience, empathy, and innovation. A natural at inspiring and motivating others to succeed in highly complex, enterprisescale technology sales environments.
  • Expert, technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for cocreating client solutions, with and through others.
  • Palpable people, communication, and collaboration skills, with a proven record of csuite networking and influencing throughout the successful closure, and postclosure expansion of complex technology sales cycles. (c. $multimillion deals).
  • Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative /Challenger selling) to successfully deliver in a way that's both nimble and fast and leads customers _to_ our products vs. leading _with_ them.

Preferred Technical and Professional Expertise

  • Experience of working with any of IBM's products and services (Training across IBM's product suite is provided)

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue.

The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.

These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation.

By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Glob