IT Automation Technology Sales Specialist

3 weeks ago

New York, United States IBM Full time

Introduction

Introduction

Your Role and Responsibilities
- ** Client Management and Value Definition**: Effectively manage client relationships, define IBM's value proposition, and engage key decision-makers.
- ** Sales Process Management and Collaboration**: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.
- ** Grow Industry Leading FinOps Solutions**: Present, Evangelize, and Demo leading solutions in IT Observability to help clients see the value of implementing these solutions in their organization.

Required Technical and Professional Expertise
- Multiple years of direct, face to face customer selling experience
- Multiple years of selling cloud software or SaaS solutions
- Functional competence across the Application Monitoring landscape, Technology Business Management, AIOps and FinOps
- Strong understanding of the following verticals: IT Operations, Application Monitoring, Technology Business Spend, Application Resource Management and AI powered technologies.
- You are a hunter who takes ownership of an assigned territory focused on net new logo acquisition and upsell opportunities.
- You demonstrate expertise in building business cases which clearly articulates value and differentiation at all levels of your customer organizations.
- You constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
- You demonstrate a true “value based” sales approach and have experience explaining complex ROI models to C level customers.
- Ability to collaborate with teams within IBM and partners externally.

Preferred Technical and Professional Expertise
- Knowledge of Hybrid cloud solutions.
- Prior experience with AppDynamics, Dynatrace, MoogSoft, Splunk, Datadog, ServiceNow, MuleSoft, Tibco, Software AG, VROps, Cloudhealth, Apptio etc.
- Demonstrated 3-5 years’ experience in leading complex deals and value-based selling.
- Multiple years selling cloud software or SaaS solutions.
- Multiple years selling IT Automation or IT Operations software.

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.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll 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?

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

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