Brand Sales Specialist: Storage Portfolio

3 weeks ago

Johannesburg, South Africa IBM Full time

**Introduction**
Brand Sales Specialist: Storage is an expert in Storage Brand portfolio offerings and is accountable for creating demand and progressing Storage opportunities to close - from OI through OO. The Brand Sales Specialist (for Select Dedicated accounts) is responsible to drive optimal customer Technology outcomes and achieve strategic objectives for the Brand Sales Specialist's brand. They drive the strategy, sale, and closure of deals for select offerings and use cases.

**Your Role and Responsibilities**
Account Planning & Stakeholder Management
- Supports territory strategy and contributes to the account planning process for assigned accounts - Maintains strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps - Navigates IBM to bring the right technical resources to drive sales wins

Sales Execution
- Applies expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client’s business needs and drive client innovation - Articulates value proposition for select offerings and how they compare to competitors’ offerings - Owns the E2E sales process for assigned offering portfolio and clients - from opportunity identification to deal closure - Leverages virtual and face to face collaboration tools to demonstrate select offerings and create an innovative vision of client success

Managing for Growth
- Applies knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies - Coaches Technology Leader to equip them with offering knowledge to enable deal closure - Leverages marketing use cases to drive customer lifetime value (LTV)

**Required Technical and Professional Expertise**
- 10-15 years of experience selling Storage infrastructure and software.
- Minimum 3-5 years of experience in selling Core, SAN and Object Storage solutions, Flash Storage Systems, Elastic Storage Systems for Bid Data, Cyber Resilient Storage Solutions, Backup & Replication solutions, Software Defined Storage Solutions, Storage Management Solutions
- Working experience of IBM and/or competing OEM storage solutions.
- Experience working with partners in complex storage implementation projects, including global system integrators and software vendors.
- Ability to work with sales engineers and customer’s technical leads to understand existing hardware and software estate. Identify Business pain and build business cases for proposed storage solutions.
- Experience with Complex Solution selling and commercial and legal negotiations skills working with procurement, legal, and business teams.
- Ability to leverage C-level relationships with executives.

**Preferred Technical and Professional Expertise**
- Deep understanding of relevant IBM Storage brand products- Intimate knowledge of SWOT against main competitors and applies tactics to overcome or to collaborate
- Understanding of IBM Partner's footprint and capabilities / competencies within your territory
- Drive early collaboration with CSM, Client Engineering/MVP/Tech team to accelerate deal progression (POC), close and consumption
- Confidence in prospecting strategies to identify new logo opportunities
- Strong knowledge of IBM pricing /subscription models related to offerings and how to create the financials /contract

**About Business Unit**

IBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the world’s most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio designed for cognitive business and optimized for cloud computing.

Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career
**About IBM**

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to bein

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