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IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.Your Role and ResponsibilitiesWe are looking for experienced Sales Specialist with Strong Technical Background to join the IBM Hybrid Cloud Integration Sales team in a Sales role to help drive revenue for application modernization, integration solutions and multi-cloud management solutions portfolio. The ideal candidate will enable clients to modernize their application and enterprise infrastructure environments.
The Sales Specialist will work with the client and IBM team to develop a vision for their cloud strategy, leveraging IBM’s 14 in 4 Journey to Cloud.
Identify opportunities, build pipeline, progress and close deals to achieve/exceed quarterly targets.
Become a trusted advisor and evangelist for IBM and Red Hat cloud technologies across many segments within the client – CxO, Line of Business, Developer and traditional IT.
Use innovative ways to demonstrate client value – i.e. Design Thinking, meetups, whiteboarding, prototyping, architecture workshops, hands-on demos.
Translate client business requirements into solution requirements, solution architecture and solution design.
Integrate the IBM Cloud Middleware Platform Solutions (Cloud Paks) with the customers’ existing and future IBM and open source software investments to provide competitive differentiation.
Demonstrate the ability to interpret industry, market and technology trends as a foundation for our offering and technology roadmaps.
Communicate value, progress and status of sales opportunities to all stakeholders.
Possess experience in consultative selling, effective presentation skills and negotiation techniques are key to success in the role.
Demonstrated Analytical, Communication and Presentation skills.
Ability to travel 30% of time to client locations.
Required Professional and Technical Expertise
5+ years of experience in sales and cloud technical architecture
Understanding of modern methodologies like agile development and DevOps and associated capabilities like automation, orchestration and configuration management
Understanding of Kubernetes and Container technologies
Understanding of IBM Middleware technologies or Competitive Integration tools like Mulesoft/Apigee, or Business Process Management tools from Appian/Pega or Major Cloud provider technologies for container management such as Amazon’s EKS, Azure Kubernetes Service, Google’s Anthos, Dell Pivotal.
Understanding of the open source development model and emerging industry trends like artificial intelligence (AI), agile integration, internet of things (IoT), containers, Platform-as-a-Service (PaaS), etc.
Understanding of complex enterprise solutions and architectures
Knowledge of public cloud technologies including Amazon Web Services (AWS), Microsoft Azure, and Google Compute Engine (GCE)
Preferred Professional and Technical Expertise
Master’s Degree (Computer Science or Engineering)
10 years of sales and technical architecture roles
Red Hat certifications - Red Hat Certified Engineer (RHCE) or Red Hat Certified Architect (RHCA)
Experience selling and/or working in Automotive, Aerospace & Defense, Oil & Gas or the Electronics industry
Team leadership and people management skills and experience, leading in matrix organization
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.Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMIBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
