Easter Seals Jobs

Introduction

The mission as Technology Sales Leader -is to drive a culture of teaming, encouraging cross-brand solutions across Technology sales Organization. As the Technology Sales Leader in Selected Strategic accounts, the person will build the right mix of skills and optimize resource utilization to meet market and client demands. The person will utilize their technical and offering knowledge to build and maintain strong relationships with executives and influencers to help drive and close complex transactions

Account/Territory Planning & Stakeholder Management

• Navigating IBM’s organization, interlocking with Technology and Services leaders to ensure integrated client solutions

• Creating consistency in territory account strategies and plans, leading to consistent IBM Technology revenue growth. Engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client

• Using up to date knowledge on technology trends and a curiosity about your client’s business and industry that they operate in to articulate value of IBM offerings/solutions versus competitors.

Sales & Strategy Execution

• Leading the sales team through large, complex and highly competitive sales situations from opportunity identification through deal closure

• Formulating and promoting cross-brand solutions within sales territory; leading negotiations to secure wins

• Manage, coordinate and leverage Partner Ecosystem resources to drive business value for the client

• Leverage IBM's experience as a client zero to understand the client's needs better and build a trusted relationship by presenting yourself as a knowledgeable and empathetic advisor.

Managing Growth

• Creating an effective sales coaching environment for your teams within assigned territory to achieve client objective, while practicing growth leadership and mindset behaviours

• Applying the IBM client engagement model, IBM technology knowledge and market trends to anticipate client needs, proactively propose solutions, and help the sales team to identify opportunities.

Your role and responsibilities

• Integrate operations, strategies and influence policy making with C-suite level clients; solve for critical situations and enable sustainable sales growth, which accounts for >50% of ISA Technology business.

• Navigating IBM’s organisation, interlocking with Technology and Services leaders to ensure integrated client solutions - Achieving the transactional revenue

• The person will be responsible for managing a diverse portfolio in our business spanning from Hardware, Data & AI, Automation, Subscription & Annuity, TLS, Security to Services business, bringing all of them together in front of our clients and partners.

• In addition, the person will be responsible for driving sales and pipeline management and progression, as well as lead teams to plan and conduct complex negotiations reaching lasting agreements and commitments..

• Engaging support of all relevant IBM roles and partners to ensure integrated solution is delivered to the client; incorporating Global System Integrators (GSI), Independent Software Vendor (ISV), and competitive landscape into account strategy/plans

• Responsible for executing with integrity and is accountable for satisfactory business controls.

• Leading the sales team through large, complex and highly competitive sales situations from opportunity identification through deal closure

• Creating an effective sales coaching environment for your teams within assigned territory to achieve client objective, while practicing growth leadership and mindset behaviours

Required technical and professional expertise

• Strong sales execution experience and client engagement skills

• Deep Knowledge of IBM’s strategy and portfolio

• Ability to advise clients on the technical architecture needed to address their business requirements.

• Differentiate IBM in context of Client’s industry

• Industry, business, and finance acumen to identify and progress opportunities

• Lead and manage a sales team to achieve business goals

• Ability to tell and relate applicable IBM client zero stories to your client

Preferred technical and professional experience

NA