Introduction
A zHW Sales Specialist role (what we internally call a, 'Brand Sales Specialist') within IBM zStack will make you a key enabler to how our clients are building modern, hybrid cloud solutions, and modernizing their applications whilst embedding AI into all transactions and operations. A sales role here offers an abundance of opportunity that can only come when you're leading clients towards solutions that over 50% of the planet's IT workloads rely on to complete. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products and services. Your Role and Responsibilities
What is your mission?
Your mission as Brand Sales Specialist is to create demand and progress opportunities to close within your assigned territory, based on your deep brand expertise and in-depth knowledge of the competitive landscape. You partner with your clients to co-create brand specific solutions that address their business needs and drive client innovation. You navigate IBM to bring the right technical resources to drive sales wins. What are you accountable for? Role Focus
You are accountable for...
Account Planning & Stakeholder Management• Supporting territory strategy and contributing to the account planning process for assigned accounts
• Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps
• Applying 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 and how they compare to competitors’ offerings
• Owning the E2E sales process for assigned offering portfolio and clients – from opportunity identification to deal closure
• Applying knowledge of licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies
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