Technology Sales Manager

7 months ago

Johannesburg, South Africa IBM Full time

Introduction

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career through its upward trajectory. 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 invest in IBM's people, products, and services.

Your Role and Responsibilities

A natural at inspiring and motivating others, you'll support multi-skilled teams of exceptional sales and technical talent to identify, qualify and develop 'trusted-advisor' relationships with their clients specifically for zStack.
zStack is the foundation of the IBM Z strategy to support IBM client's Hybrid Multi Cloud & AI transformation on the IBM Z platform. To this end, the zStack leader role is responsible for leading a joint team for IBM Z Hardware and IBM Z Software, including Sales, TechSales and Architects.

The IBM zStack Sales Leader role is responsible for the Territory’s overall execution, strategy, progression, and closure of deals for select zStack offerings and use cases. They lead and coach the territory team through the end-to-end sales process to progress and close opportunities with a competitive mindset; lead and coach territory team to proactively identify and progress new opportunities to sell within assigned offering portfolio; execute Brand RTM strategy within assigned Territory; partner with Technology Leaders to achieve account strategy objectives; maintain contemporary technical skills and offering knowledge;
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 succeeding, and our 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:

- Mixing technology sales expertise with a sufficient technical background to support credible, trusted engagements with the c-suite, IT leaders and Architects of your teams' clients.
- Developing account and opportunity plans that lead to the generation of new and renewal business /annual recurring revenue (ARR).
- Helping maintain customer relationships, the successes of which will be measured by net promoter score (NPS), customer satisfaction (C-SAT) and ARR results.

Required Technical and Professional Expertise

Demonstrable, deep expertise of technology sales experience within either / all IBM Z & LinuxOne, zSW including cloud, data &AI and security

Provable technical acumen, with sufficient ability to map clients' business needs to technology solutions, whilst bringing business value to life in ways that are compelling and easy to comprehend.

Successful track-record of consistently over-achieving sales quotas in complex, technology sales environments.

Good people, communication, and collaboration skills, with a proven record of c-suite networking, co-creating, and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles.

Track record of leading in teams

Good understanding of the competitor landscape

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

Preferred Technical and Professional Expertise

Ability to learn new and complex concepts.

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 feed

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