Introduction

You must be an expert and advocate for your IBM platform’s technology and its associated offerings. You deeply understand and advocate IBM’s Partner Plus program, aligning the right IBM technical, co-marketing, go-to-market tools and resources to drive demand generation, opportunity progression, and/or solution co-creation between IBM Business Partners engaging clients within your territory. You coordinate across IBM teams (e.g., sales, technical, product, marketing, etc.) and IBM business partners to drive territory planning, demand generation, progression (through technical expertise), and closure by solving our client’s business problems.

Your role and responsibilities

As a Brand Sales Specialist - Territory your mission is to collaborate with IBM business partners to sell IBM Technology and Platform solutions into your territory of client accounts.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Proven sales experience in IT automation solutions, preferably with a focus on IBM Automation products and services.
• Strong understanding of IBM Automation portfolio, including tools for workflow automation, Observability, FinOps, robotic process automation (RPA), AI-driven automation, and cloud solutions.
• Technical knowledge of automation technologies, such as AI, machine learning, and data analytics, and how these can be leveraged to optimize business processes.
• Demonstrated ability to identify customer needs, engage with key decision-makers, and develop tailored automation solutions that address complex business challenges.
• Experience with solution selling in enterprise IT environments, especially in industries such as finance, manufacturing, and healthcare.
• Strong understanding of the consultative sales process, including pre-sales, demonstrations, and post-sales support.
• Ability to manage customer relationships and build long-term partnerships through a deep understanding of business needs and delivering value-added solutions.
• Familiarity with sales tools and CRM systems, such as Salesforce, to track and manage sales activities and pipeline.
• Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical stakeholders.

Preferred technical and professional experience

Automation Platform Solutions Knowledge:

• Experience with a range of Automation Platform solutions, including Cloud Pak for Applications, DevOps, WebSphere Application Server, API Connect, App Connect, DataPower, Aspera, MQ, Sterling, WebMethods, Maximo, Tririga, Safer Payments, Verify, Thruster, Concert, Instana, SevOne, Turbonomic, Hashicorp and Apptio with an understanding of how they can be leveraged to meet client needs, with the ability to identify and create new sales opportunities.

Industry Trend Awareness:

• Familiarity with industry trends and competitor activity, with the ability to stay up-to-date and maintain a competitive edge in the market.

Industry-Specific Knowledge:

• Experience working with clients in specific industries, such as finance, government, Defence of telco, with an understanding of the unique challenges and opportunities in these sectors.