Ecosystem Technology Sales Representative

Job description

Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms.

The mission of the Ecosystem Technology Seller is to drive the IBM Technology strategy with the largest IT spenders and most valuable clients that have been pre-defined in each territory, focusing especially to expand IBM footprint in the predefined high potential new clients that IBM has no presence today.

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 your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities

·  Owns cross-brand prospecting and sales execution (applicable to Data and AI, Automation, Security SW, Sustainability SW, Power and Storage)
·  Drives play selection aligned to the needs of the Market, Squad, Brands and potential (e.g. install base, cross-sell, & whitespace plays)
·  Engages Brand FLM’s and Sellers to complete play execution
·  Shares best practices across Sellers, Squads, and Brands
·  Work with the Ecosystem partner to bring an overall IBM POV on hybrid cloud and AI
·  Identify client’s requirements using the Industry Handbook
·  Validates the client’s requirement with use cases and PoX
·  Generates opportunity identification leading to acquisition of the high potential new clients

Required Technical and Professional Expertise

·  Technology Partner Sales Offering Expertise: Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.
·  Proven Co-Selling Success: Have a proven, successful history of co-selling with partners in front of their clients.
·  Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and clients.
·  Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

·  Comprehensive Knowledge of IBM's Product Suite: Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).
·  Understanding IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.