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Technology Sales Leader

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Introduction

A Technology Seller's mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with clients, IBM account teams, and /or through our sales ecosystem partners.

With credibility as a knowledgeable market and industry advisor, you'll earn client's trust and respect to become their strategic technology partner. Using the knowledge of your clients' business and industry you'll identify and prioritize opportunity areas that will improve their business performance.

Being highly skilled in building and nurturing strategic client relationships, you'll use your consultative style to drive the adoption and penetration of IBM's platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings.

Your Role and Responsibilities

With first-class expertise, business acumen and communication skills, you’ll work closely with clients to develop meaningful relationships that successfully accelerate the adoption of IBM technology. You’ll explain how IBM’s industry leading solutions unlock the true potential of hybrid cloud and AI in telecommunication enterprises.

Your primary responsibilities will include:
A Strategic Approach to Business Development: Position IBM for success in approaching current and upcoming industry needs. This includes assessing industry needs and identifying potential solution offerings, business case and revenue opportunities. Lead the creation of solution offerings and plan for enablement and sales execution.

Providing Use Case Expertise: Offer expertise in use cases and global best practices to IBM Sales teams, positioning IBM for long-term success with IBM technology as the foundation of client Hybrid Cloud and AI architectures.

Understanding and Addressing Clients’ Business Needs: Proven ability to address clients’ business needs using deep technology and industry insights.

Best Practice Sharing: Collect and share global best practices with your team to enhance the effectiveness of local market field teams.

Effective Communication: Effectively communicate and illustrate the value of solutions that meet the needs of top-value clients.

With first-class communication skills, you’ll work closely with partners and clients to develop meaningful relationships that successfully accelerate the adoption of IBM technology. You’ll explain how IBM’s industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Required Technical and Professional Expertise
- 3-5 years working at a telecommunications carrier in a product or technology role (required)
- 3-5 years at a technology firm calling on telecommunication clients (preferred)
- Demonstrable expertise in the business and operations of telecommunications carriers.
- Demonstrable expertise in telecommunications technology
- Expertise in understanding most crucial industry trends, and how applicability technology aligns with the industry need.
- Strong familiarity with telecommunications terminology
- Familiarity with industry specific software and architecture.
- Strong relationships with ecosystem players (regulatory bodies, government agencies, partners).
- Expertise in assessing and managing risks (operations, geopolitical, and market).
- Regulatory knowledge governing the industry (environmental, safety, and compliance).
- Experience navigating the C-suite and established leadership prowess.
- Ability to articulate technology value in industry-specific terms.

Preferred Technical and Professional Expertise

Product and Service Proficiency: Experience working with IBM's products and services (training across IBM's product suite will be provided).

Deep Industry Expertise: Industry experience with leadership roles in sales, consulting, or architecture.

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 marketpl