Job Description

Introduction
Ranked by Forbes as one of the world\xe2\x80\x99s best employers in 2022, IBM promotes growth and innovation to lead as we enter the era of hybrid cloud and AI \xe2\x80\x93 helping clients transform their business.

As a Technology Sales Specialist you will develop trusting client relationships and work with them to shape the future of their technology landscape. Your role of a consultative seller will accelerate enterprises\xe2\x80\x99 success by providing award winning solutions that enable people across organizations and roles to meet their goals.

IBM\xe2\x80\x99s comprehensive onboarding program and industry-leading learning culture will prepare you with a strong foundation for client success. Our sales environment is collaborative and experiential. You\'ll be surrounded by bright minds and keen co-creators ready to assist as you apply practices that will compel our clients to invest in IBM\'s products and services.

Your Role and Responsibilities

Southeast Location and Markets:
DC, Georgia, Virginia, Tennesse, North Carolina, Alabama, Mississippi, Florida, Maryland, Kentucky, West Virginia, South Carolina, Delaware

As a Technology Sales Specialist you will work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM\'s industry leading solutions will solve their problems whilst delivering value to their business. In this role, you will develop relationships, understand client needs, earn their trust and demonstrate how products will solve their problems while delivering business value, supporting IBM Brand Technology Sales for Data, Automation/AI, Cloud Platform, Security, ZStack, Power, Storage and more

We\'re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a \'day-in-the life\' of this role may include, but not be limited to

• Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM\'s technology at both the technical and business level.
• Using your solution-selling expertise you\'ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients\' needs to create strategic, long-term partnerships.
• Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
• Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.
• You may work with any of the following IBM Brand Technology Sales including: Data, Automation, AI, Cloud Platform, Security, ZStack, Power, Storage and more.

Northeast Location and Markets:
Ohio-Pennsylvania-New Jersey, New York, Massachusetts, Connecticut, Rhode Island, Maine, Vermont, New Hampshire

NAIWD24

USIWD24

Required Technical and Professional Expertise

• Proven track record of success in technology sales, with emphasis on new client acquisition.
• Successful track record of calling on C-suite and developing compelling value propositions
• Demonstrable application of business and commercial acumen, communicated at all levels, to show the operational impact and financial value of technological solutions..
• Demonstrated ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in the development and implementation of solutions.
• Strong Business Development/Hunting Skills and Demonstrated Deal Progression Management
• Strong negotiation skills
• Strong written and verbal communications

Preferred Technical and Professional Expertise

• Depth and breadth of knowledge regarding the Enterprise Software Technology market in order to consult and advise, and quickly grow your reputation as your clients\' credible, trusted advisor.

Southeast Location and Markets:
DC, Georgia, Virginia, Tennesse, North Carolina, Alabama, Mississippi, Florida, Maryland, Kentucky, West Virginia, South Carolina, Delaware
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company\xe2\x80\x99s Global Markets organization is a strategic sales business unit that manages IBM\xe2\x80\x99s 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\xe2\x80\x99 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 @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you\xe2\x80\x99ll be able to learn and develop yourself and your career, you\xe2\x80\x99ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM\xe2\x80\x99s 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\xe2\x80\x99re 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\xe2\x80\x99s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. 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. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. 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.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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