Technology Account Manager

2 weeks ago

Sandton, South Africa IBM Full time

Introduction

The Technology Seller is a single role to drive the Technology strategy with customers, focused around winning the platform and translating customer needs.

The Technology Seller has technical skills sufficient to translate a customer's requirements to the right cross-Technology architecture and deliver Level 2 messaging, in context of use cases and critical architectural decision points.

The Technology Seller advises across both business and technical customer roles, with ability to generate OI and drive predictable revenue growth.

Your Role and Responsibilities

With first-class communication and empathy, you'll work closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You'll explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to
- Influencing the client’s innovation agenda, bringing an outside-in perspective and recommending disruptive technologies and approaches to scale new value capture
- Being a recognized advocate for leading edge technologies and digital transformation, with a special emphasis on select technologies
- Envisioning the desired business outcomes that can be achieved through digital reinvention and modernization
- Driving adoption and penetration of IBM’s strategic platforms through innovative solution recommendations that leverage IBM technologies, architectures, integrated solutions and offerings to solve the client’s business challenges
- Deep understanding of the industry trends and industry architectures
- Staying current on IBM technology, strategy and offerings in the industry - Demonstrates the value IBM’s technology can bring in the context of the client’s industry/business and advantages of IBM’s technology versus the competition
- May lead or co-lead a client relationship with a IBM Consulting Client Partner depending on account type (i.e., leads in strategic, select)
- Must be resourceful with the ability to attain IBM resources required to fulfill client opportunities / needs
- 'Live on the glass' - and adoption of ISC for all reporting and sales activities

Required Technical and Professional Expertise

Minimum 10 years of Technology sales experience with large clients

Recent client relationship with one Client for more than 4 years

Pipeline development for sustainable growthRevenue growth achievement and strong track record in deal closing

Experience is complex cross-brand deals

Track record of high Client satisfaction in multi-years engagements

Track record of working with teams

Being fluent, both oral and in writing, in English is key.

Preferred Technical and Professional Expertise

Good understanding of SW Sales across Data, Automation or Security.

Ability to learn new and complex concepts.

Track record of leading in teams

Good understanding of the competitor landscape

About Business UnitIBM 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 Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make

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