IBM Hiring for Client Technology Sales Leader, Consumer Market at Research Triangle Park, NC Full Time

Introduction
The Client Technology Leader is a highly visible senior sales leader who develops, drives, and owns the Technology strategy around winning the platform and translating customer needs for a Fortune 100 or Global 500 account. The Client Technology Leader is the owner of this IBM/Client relationship, acting as a trusted advisor and as the “CEO” of their given account. They lead a matrixed team of 20-30 individuals across brand and technical teams through the end-to-end sales cycle. The Client Technology Leader is energetic, client-centric, and has a hunter mindset that allows them to build new relationships with the client that drive net new revenue. They are comfortable championing a large portfolio of technology solutions across Hybrid Cloud, Data and AI, Automation, storage and more. The Client Technology Leader has technical skills sufficient to translate a customer’s requirements to the right cross-Technology architecture and deliver effective messaging, in context of use cases and critical architectural decision points. They also have executive presence to be the customer’s strategic advisor across both business and technical customer roles, with ability to drive predictable revenue growth.

Your Role and Responsibilities
The Client Technology Leader, Industry….

• Wins technology decision points and closes deals by using knowledge of strategic offering value proposition and understands use cases for all solutions
• Drives adoption and penetration of IBM’s strategic platforms through innovation solution recommendations that leverage IBM technologies, architectures, industry content, and offerings
• Coordinates account team of technical and brand sales specialists and other support roles and engages offering teams to ensure critical features are included in the technical specifications of the offering roadmaps and client proposals
• Ensures IBM is aware and responding successfully to the technical specifications and evolving industry standards that are needed to sell technology into a given industry

Top 5 KPIs:

• Pipeline development for sustainable growth
• Achieve revenue growth
• Sales play execution
• Client NPS and qualitative feedback
• Red Hat Single Year Booking (SYB)

Required Technical and Professional Expertise

• Ability to use deep technology and industry insights to address client’s business needs and build trust
• Ability to address specific industry business needs, industry standards and compliance requirements
• Ability to articulate a client journey map for disruptive innovation based on firsthand experiences, best practices and market trends
• Knowledge across portfolio, including integration with and impact on industry priorities and challenges
• Ability to articulate value of IBM Sales Plays based on client’s business needs, strategy, and industry
• Ability to bring together an integrated POV / solutions to the client
• Understand how to leverage Partner ecosystem resources, if applicable, to drive business value for the client
• Understanding of how to coordinate and leverage Technology and technical resources

Preferred Technical and Professional Expertise

• Ability to build and develop strategic, trusted client relationships
• Understand and apply consultative selling

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 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.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

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.

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

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 being a responsible technology innovator and a force for good in the world.

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
• World-class training and educational resources on our personalized, AI-driven learning platform. IBM’s learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
• Well-being programs to support mental and physical health.
• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
• Select educational reimbursement opportunities.
• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
• Giving and volunteer programs to benefit charitable organizations and local communities.
• Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.